Top Ten Benefits of Win/Loss Analysis
Win/Loss Analysis is a powerful tool that can shed unique insights on the reasons why a company has sales success, or why it struggles to meet its goals. After looking back on 20+ years of Win/Loss experience, we have identified the
Taking Your Win/Loss Program beyond Sales
There are many reasons why a company should engage in a Win/Loss program. For this series, I will focus on cover the basics of Win/Loss and setting up a program in the B2B space. I’ll also go in to some depth on how to leverage
Key Elements of a Successful Win/Loss Program
Regardless of the type of Win/Loss program, there are a number of factors that differentiate between a formal Win/Loss program and a sporadic, uncoordinated effort. Formal Win/Loss programs share a consistency that provides management