Win/Loss Analysis

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 Institute, 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 Institute, 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?
Webinar
How to Capture Innovation from Existing Intelligence
This webinar will show you how to find an idea that's worked for someone else—and then do something to that idea to make it your own.
This webinar will show you how to find an idea that's worked for someone else—and then do something to that idea to make it your own.
Article
Spark Game-Changing Innovation
Question Your Assumptions, Manage Your Jolts
Question Your Assumptions, Manage Your Jolts
Webinar
Modern Competitive Intelligence Webinar
Competitive intelligence (CI) efforts traditionally have focused on competitors’ data sheets, feature sets, financial statements and other more covert sources of their information. But our webinar panel, including experts from Oracle Corp. and Eigenworks Inc., is ready to tell you that it's time to turn that thinking around.
Competitive intelligence (CI) efforts traditionally have focused on competitors’ data sheets, feature sets, financial statements and other more covert sources of their information. But our webinar panel, including experts from Oracle Corp. and Eigenworks Inc., is ready to tell you that it's time to turn that thinking around.
Article
Win, Lose or Draw
Get answers from stuck deals.
Get answers from stuck deals.
Article
Who's driving your company?
Corporate business goals and wants are relatively similar across diverse industries, but the methods they use to reach their goals vary greatly. Explore these different approaches to product delivery strategies, known as technology-driven, sales-driven, and market-driven.
Corporate business goals and wants are relatively similar across diverse industries, but the methods they use to reach their goals vary greatly. Explore these different approaches to product delivery strategies, known as technology-driven, sales-driven, and market-driven.
Article
How Many Data Points Do You Really Need?
Because statistics teach us about minimum confidence levels, confidence intervals, and margins of error, people often struggle with the idea they can start leveraging the data from their win/loss program from the very first data point.
Because statistics teach us about minimum confidence levels, confidence intervals, and margins of error, people often struggle with the idea they can start leveraging the data from their win/loss program from the very first data point.