How to produce a win loss analysis
Advicelet benefits: Find out what your customers and prospects are really thinking. Stop second guessing them and change your processes accordingly.
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In our second part of this revealing subject on getting the best market intelligence your sales and marketing teams could wish for, Chris Bowyer, Sales Director extraordinaire and win loss analysis expert (we can call him that because he’s done dozens of them as an independent) is back in the studio.
Today, Chris reveals some of his secrets to first of all securing a win or loss interview, and then goes on to explain the process he uses as an independent to get the most from the win loss analysis report, to ensure that it does not get dusty on a shelf.
Whilst Chris speaks from an independent’s perspective, there is no question that this advice can be followed by someone from the selling organisation – although as we discuss – they do need to be independent of the sales process which has just gone on.
This is such a great example of how advice in The 8.45 Club can be absorbed and then acted on … today – so there’s our challenge to you… start the video and take action immediately.
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Related articles
- Marketing Metrics: The Hard and The Soft (thecustomercollective.com)
- Thought Leadership Interview #10: “Bridging” the Gap Between Sales and Marketing with Trish Bertuzzi (funnelholic.com)
What actions will you take today?