win/loss analysis

From a Good Sales Call to a Great Sales Call: Book Review

September 16, 2017March 31, 2011 by Ellen Naylor

“From a Good Sales Call to a Great Sales Call” focuses on improving Sales’ post-decision debrief process with prospects, referred to as win loss analysis in the competitive intelligence world. I like how the author, Richard Schroder, adds ‘post-decision debrief’ as the 7th element of the sales process. Apparently only 18% of US companies have a formal win loss program. Thus, in most new business situations, sales people don’t have a complete and accurate understanding of why they won or lost sales. If armed with such data, Sales can make behavioral changes to improve close rates by 15%.

How to Encourage Cooperative Communication from Sales

March 18, 2021March 26, 2011 by Ellen Naylor

Many competitive intelligence, marketing, research and product developers complain about poor communication from their sales force, who has a direct conduit to your customers—one of the best sources of knowledge about what your company is doing right and wrong as well as ideas for new products, services and tweaks to your existing products that can be revenue generating!

So how do you encourage cooperative communication from Sales?

Capture Competitive Intelligence from Sales: Switching Cost Analysis

September 17, 2017March 16, 2009 by Ellen Naylor

One tool that been very popular with Sales forces over the years is “Switching Cost Analysis.” The goal is to help retain your customers! Identify all the hidden costs of the competitor’s solution which might make it more expensive for the customer to switch. Find enough omitted costs and the customer might wonder what else the competitor is not telling them!