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…

The most effective strategic Win/Loss programs incorporate data from all business functions across an organization. Strategic programs also evaluate seven key decision factors to understand why companies win or lose deals. The…

Win/Loss programs come in a wide variety of structures and offers, and we’ve seen most of them. What we’ve found is that there are certain steps any company can take to maximize their return on investment in Win/Loss.…

Fletcher/CSI CEO Erik Glitman has written a guest column in Business People Vermont on expanding Win/Loss programs to go beyond the sales force and include broader issues, and ultimately lead to more success and a better market…

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…

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…

Those who are familiar with the world of sales have no doubt heard of Win/Loss Analysis and its application to the sales force. Sometimes called a post-mortem, a closing analysis, or a deal evaluation, a Win/Loss evaluation seeks to…

In May, over 600 CI professionals participated in the Annual Strategic and Competitive Intelligence Professional (SCIP) conference. As the signature event for the CI industry, the event offers opportunities for attendees to meet…