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Win/Loss Analysis: How to Capture and Keep the Business You Want
If you don't ask your customers and those who chose a competitor, you won't truly discover why you're winning and losing deals. Find out why buyers choose to do business with you or your competition. Learn how they went about making their buying decision.
If your company is struggling, losing its visibility or failing in growth projections, you need Win/Loss Analysis . Woven throughout are steps to gather and implement competitive intelligence and customer insight. You will pull insight to develop specific buyer personas.
With the guidance of Win/Loss Analysis , you will discover how to remove the guesswork, and gain more business by conducting Win/Loss interviews with your customers and former prospects--after the buying decision has been made.
For over two decades, Win/Loss expert Ellen Naylor has guided executives and managers to world-class results with her 12-Step Win/Loss process. Now you will get her inside tips and secrets to lead your company to do the same.
Not convinced yet? Research shows that taking action from a formal Win/Loss program can improve win rates between 15 to 30 percent.
If your company is struggling, losing its visibility or failing in growth projections, you need Win/Loss Analysis . Woven throughout are steps to gather and implement competitive intelligence and customer insight. You will pull insight to develop specific buyer personas.
With the guidance of Win/Loss Analysis , you will discover how to remove the guesswork, and gain more business by conducting Win/Loss interviews with your customers and former prospects--after the buying decision has been made.
For over two decades, Win/Loss expert Ellen Naylor has guided executives and managers to world-class results with her 12-Step Win/Loss process. Now you will get her inside tips and secrets to lead your company to do the same.
Not convinced yet? Research shows that taking action from a formal Win/Loss program can improve win rates between 15 to 30 percent.
- GenresBusiness
216 pages, Hardcover
Published July 11, 2016
8 people are currently reading
29 people want to read
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Displaying 1 of 1 review
August 13, 2018
A personal approach to win loss
Ellen Naylor provides a detailed, step-by-step guide to building a win / loss program that focuses on the insights enabled by personal connections and interviews. This advice is based on years of experience executing win / loss in diverse industries as a practitioner and consultant.
Ellen Naylor provides a detailed, step-by-step guide to building a win / loss program that focuses on the insights enabled by personal connections and interviews. This advice is based on years of experience executing win / loss in diverse industries as a practitioner and consultant.
Displaying 1 of 1 review