Renewal Intelligence
Sales reps are often surprised when a key account that they thought was satisfied does not renew. There may have been an assumption that because the account had not raised any issues, renewal was a certainty. This “no news is good
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
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