Win/Loss Analysis

Article
How to Implement a Win/Loss Program
"Why did I lose?" It’s the first question a salesperson wants to ask a prospect after failing to win their business. Unfortunately, the likelihood of getting a straight answer is slim. According to research, prospects share the complete truth only 40 percent of the time in new business situations. This means...
"Why did I lose?" It’s the first question a salesperson wants to ask a prospect after failing to win their business. Unfortunately, the likelihood of getting a straight answer is slim. According to research, prospects share the complete truth only 40 percent of the time in new business situations. This means...
Article
Maintaining Momentum: 12 Tips for Interim CAB Calls
A successful customer advisory board (CAB) program involves much more than yearly in-person meetings. In fact, one key to a strong CAB program is keeping the conversation going between face-to-face gatherings, so that meeting outcomes, action items and work streams will not lose momentum. More important, such engagements can reinforce the...
A successful customer advisory board (CAB) program involves much more than yearly in-person meetings. In fact, one key to a strong CAB program is keeping the conversation going between face-to-face gatherings, so that meeting outcomes, action items and work streams will not lose momentum. More important, such engagements can reinforce the...
Article
Ask the Experts: Do you have any tips for implementing market visits at my company?
Not only can market visits change your perspective, they can also change the focus of your product and your company. However, until you actually start doing them, there’s no way you can internalize the impact they will make on your life. While many of us are accustomed to sharing information that...
Not only can market visits change your perspective, they can also change the focus of your product and your company. However, until you actually start doing them, there’s no way you can internalize the impact they will make on your life. While many of us are accustomed to sharing information that...
Webinar
Preparing for Battle: Establishing an Effective Competitive Analysis Program
Are your sales people ready for battle?  Have you equipped them with the tools and training necessary to compete, or are you sending them into the ring with one arm tied behind their back? In this webinar, you'll learn how to: Optimize your CRM to capture accurate win/loss statistics Conduct effective customer win/loss interviews Aggregate...
Are your sales people ready for battle?  Have you equipped them with the tools and training necessary to compete, or are you sending them into the ring with one arm tied behind their back? In this webinar, you'll learn how to: Optimize your CRM to capture accurate win/loss statistics Conduct effective customer win/loss interviews Aggregate...
Article
Competitive Intelligence Gathering Through Win/Loss
Win/loss interviews are an excellent tool for gathering competitive intelligence. The interviews offer a unique opportunity to gather fresh data from a target audience where competitors play a distinct role in the customer decision-making process. It’s an area ripe for gauging both the market’s awareness and its perception of competing solutions. You...
Win/loss interviews are an excellent tool for gathering competitive intelligence. The interviews offer a unique opportunity to gather fresh data from a target audience where competitors play a distinct role in the customer decision-making process. It’s an area ripe for gauging both the market’s awareness and its perception of competing solutions. You...
Infographic
Win/Loss Science
Find out how your win/loss experiments compare.
Find out how your win/loss experiments compare.
Article
The Win-Loss Witch Hunt
One of our clients recently concluded a win-loss program. Because the sales team wasn’t fully on board with the idea, the team readily submitted wins for review but declined to share losses. They held the most basic and prevalent sales concerns about win-loss analysis: Who will see the results, and how...
One of our clients recently concluded a win-loss program. Because the sales team wasn’t fully on board with the idea, the team readily submitted wins for review but declined to share losses. They held the most basic and prevalent sales concerns about win-loss analysis: Who will see the results, and how...
Webinar
Discover Your Distinctive Competencies with Buyer Interviews
Understanding your distinctive competencies is crucial to making solid investment decisions and successfully analyzing opportunities. But how do you avoid internal opinions about "why we're better," and ensure that these distinctive competencies translate into business results?   In this webinar, we learned a market-driven approach to discovering your company's distinctive competencies. Attendees also learned...
Understanding your distinctive competencies is crucial to making solid investment decisions and successfully analyzing opportunities. But how do you avoid internal opinions about "why we're better," and ensure that these distinctive competencies translate into business results?   In this webinar, we learned a market-driven approach to discovering your company's distinctive competencies. Attendees also learned...
Article
Ask the Experts: Can Win/Loss Speed Up the Sales Cycle?
Can win/loss speed up the sales cycle?
Can win/loss speed up the sales cycle?
Webinar
The Transformational Power of the Market
At Pragmatic Marketing, we have taught about the power of listening to the market for more than 20 years. We have observed countless examples of how focusing on the market drives better decision making, stronger innovation and smarter teams. So why are you still buried in email, daily firefighting, and unending meetings?
At Pragmatic Marketing, we have taught about the power of listening to the market for more than 20 years. We have observed countless examples of how focusing on the market drives better decision making, stronger innovation and smarter teams. So why are you still buried in email, daily firefighting, and unending meetings?
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