Zoominfo

MAY 20, 2018

A win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. The insights garnered from this type of analysis can be instrumental in growing your business and increasing revenue. Step 2: Develop your win/loss analysis questions.

Loss 223

Loss Win Analysis Sales 223

Primary Intelligence

DECEMBER 8, 2021

Most often when people think of win loss analysis, they think of the sales process. But win loss analysis has tremendous benefits on the customer success side of a buyer’s journey. Customer experience can benefit from win loss insights in the following ways: Aligning Sales Promises and Delivery.

Loss 104

Loss Win Analysis Sales 104

Primary Intelligence

SEPTEMBER 1, 2021

Whether you’ve conducted multiple win loss programs throughout your career, or you are a marketer diving into win loss analysis for the first time, it’s important to choose a win loss platform that will help you get the most from your buyer data. Win loss analysis isn’t just for marketers anymore.

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Loss Win Sales Enablement Analysis 162

Primary Intelligence

OCTOBER 24, 2019

Win Loss Analysis continues to gain popularity as a buzz word for self-help improvement within sales and marketing teams. You can’t do a couple of half-baked actions on the side of everyday business and expect it to be the equivalent of a full-blown win loss analysis program. But it isn’t a quick fix.

Loss 104

Loss Win Analysis Sales 104

Primary Intelligence

OCTOBER 13, 2021

Most often, buyers described missteps in the sales experience as the reason for lost business – even above price or product features. However, according to a study by Gartner1, sellers will often blame their losses on pricing and feature issues, or claim it as an accident and credit their wins to their own heroics.

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Analysis Sales Loss Win 164

Kompyte

MARCH 7, 2023

Keeping tabs on high-level aspects of your sales process is a great first step in turning your losses into big wins. But, to fully understand exactly where and how you can step up your sales, you don’t want to rely on guesswork—you need to include a win-loss analysis.

Loss 52

Loss Win Analysis Sales 52

Primary Intelligence

JANUARY 23, 2023

Boston and Draper, UT – Primary Intelligence , the leader in win-loss analysis, and Crayon , the premier competitive intelligence platform, today announced a first of its kind integration that seamlessly embeds valuable win-loss insights directly into competitive intelligence deliverables.

Competitive Intelligence 104

Competitive Intelligence Loss Win Data Analysis 104

Primary Intelligence

OCTOBER 24, 2019

Win Loss Analysis continues to gain popularity as a buzz word for self-help improvement within sales and marketing teams. You can’t do a couple of half-baked actions on the side of everyday business and expect it to be the equivalent of a full-blown win loss analysis program. But it isn’t a quick fix.

Loss 81

Loss Win Analysis Sales 81

Cooperative Intelligence Blog

FEBRUARY 9, 2017

Recently I was interviewed about Win Loss analysis. Question: Why did you write this book, Win/Loss Analysis ? Ellen: There wasn’t a book written on Win/Loss analysis and every time I complete a Win/Loss project, and my client makes the changes that I recommend, they make more money.

Loss 100

Loss Win Analysis Market Segmentation 100

Cooperative Intelligence Blog

APRIL 6, 2017

I just had another client tell me he was getting pushback from his salesforce to do Win/Loss analysis. They felt that win/loss analysis would be a critique of them, and only them. The objective of Win/Loss analysis is to win and retain more business, not to critique sales people.

Loss 100

Loss Win Analysis Knowledge 100

Zoominfo

MARCH 16, 2017

A win/loss analysis reveals why and how a sales opportunity turned into a new customer (or not). Making the most out of this feedback, by creating a report, is crucial to improving future sales processes. What Is A Win/Loss Analysis? What was your perception of the sales team?

Loss 100

Loss Win Analysis Sales 100

Primary Intelligence

JANUARY 19, 2022

Sales reps must make the most of this shortened window of time by gaining a thorough understanding of what decision drivers cause won and lost deals and what specific things they can do as individuals to increase win rates. Additionally, over 50% of the time, sales reps will give a different reason for a win or loss than their buyer.

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Sales Battlecard Win Loss 160

Cooperative Intelligence Blog

JUNE 29, 2016

In May, I was honored to give a Win/Loss analysis webinar, as part of the competitive intelligence #IntelCollab series facilitated by Craig Fleisher, Chief Learning Officer at Aurora WDC. You can view the slides and listen to the webinar entitled: Win/Loss Analysis Captures and Keeps New Business.

Loss 100

Loss Win Analysis Competitive Intelligence 100

Primary Intelligence

JULY 7, 2021

Therefore, it’s important that sales and marketing have a deep understanding of who their competitors are, what their competitors are doing, and how they can best position themselves against competitors in an ever-changing market. can help you gather clearer responses for your competitive analysis. Don’t Skew Your Data.

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Analysis Competitive Win Competitive Positioning 189

Cooperative Intelligence Blog

JULY 28, 2016

Earlier this year, I was honored to give a Win Loss analysis webinar, as part of the competitive intelligence #IntelCollab series facilitated by Craig Fleisher, Chief Learning Officer at Aurora WDC. You can view the slides and listen to the webinar entitled: Win/Loss Analysis Captures and Keeps New Business.

Loss 100

Loss Win Analysis Business 100

Aqute Intelligence

AUGUST 30, 2023

Your sales team. Unleashing the power of sales as CI agents When it comes to competitor analysis and market research, we often overlook the closest source of first-hand competitor insights – our own sales teams. Their direct experiences and diverse viewpoints can provide great insights for your competitor analysis.

Competitive Intelligence 130

Competitive Intelligence Competitive Sales Intelligence 130

Zoominfo

JANUARY 13, 2021

Exceptional sales performances aren’t achieved through sheer willpower — they’re accomplished by understanding goals that are easily tracked and planned out. Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. Purposes of a Sales Report.

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Sales KPI Loss Win 162

Primary Intelligence

JUNE 23, 2021

One thing that sales professionals do not want is to spent time on extensive research to discover a competitor’s strengths and weaknesses. Done the right way, competitive battlecards can be a vital part of a sales professional’s arsenal in winning more deals. Pricing comparisons by wins and losses.

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Battlecard Sales Win Loss 136

Ellennaylor

JANUARY 17, 2018

This is our third blog of the widely used SWOT (strengths, weaknesses, opportunities and threats) analysis to assess the value of Win/Loss analysis. This blog outlines the opportunities and threats of Win Loss analysis. Win/Loss Interviews Provide Deep Insight. Opportunities.

Loss 40

Loss Win Analysis SWOT 40

Primary Intelligence

APRIL 13, 2020

One critical component to a successful revenue growth strategy is to increase win rates on deals in the pipeline. To accomplish big gains in win rates, an organization really needs to understand the answers to three critical questions. What are the unique win loss reasons for each individual sales rep?

Win 106

Win Loss Battlecard Advantage 106

Primary Intelligence

APRIL 13, 2020

One critical component to a successful revenue growth strategy is to increase win rates on deals in the pipeline. To accomplish big gains in win rates, an organization really needs to understand the answers to three critical questions. What are the unique win loss reasons for each individual sales rep?

Win 104

Win Loss Battlecard Advantage 104

Zoominfo

MAY 11, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: New customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. What is a Sales Territory Plan?

Sales 100

Sales SWOT Loss Market Segmentation 100

Zoominfo

MAY 31, 2022

Know Your ‘Why’ The energy that comes with launching a new product or kicking off a fresh campaign can make sales and marketing teams eager to dive into the details. Now you can see where you win big and often, compared to markets with smaller deal sizes and higher loss rates.

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Analysis Marketing Marketing Win 130

Zoominfo

MAY 8, 2020

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying and analyzing the total addressable market should come first. This solution uses your own company data to build reliable market boundaries and sales goals. Bottom-Up Market Size.

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Analysis Marketing Marketing Win 273

Aqute Intelligence

JANUARY 17, 2024

The definition of a winning edge in the business world nowadays requires more than just savvy marketing campaigns and brilliant services. Within it, one primary measure is the win/loss rate, which is the percentage of opportunities your business successfully won versus those lost to competitors. What is Competitive Intelligence?

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Competitive Intelligence Competitive Intelligence Intelligence 130

Ellennaylor

MAY 1, 2018

Last week, I gave a webinar for the Minnesota SCIP chapter entitled, Win/Loss Analysis: How to Capture and Keep the Business You Want. Check out my Win/Loss presentations to help boost your Win/loss program from my Slideshare presentations. They also won’t give a Win/Loss interview for free.

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Loss Win SCIP Value Chain 40

Primary Intelligence

APRIL 21, 2021

From marketing to sales to customer experience and beyond, the opportunities to build trust, understanding, and create solutions for your customer are endless. The experience with sales can make or break a deal. Transition from sales to operations. You’ll notice that there are multiple teams involved in your customer journey.

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Loss Win Analysis Sales 194

Ellennaylor

NOVEMBER 17, 2017

Adopt these 7 Win Loss Tips to Improve Sales and Customer Receptivity to Win Loss interviews. Don’t Let Sales Conduct Your Company’s Win/Loss Interviews. Research from the book, “From a Good Sales Call to a Great Sales Call,” indicates: Salesperson’s assessment is totally wrong — 32%.

Loss 40

Loss Win Analysis Competitive Intelligence 40

Zoominfo

MAY 17, 2018

Are your sales forecasts tied to reality? Is sales forecast accuracy more of a pipedream within your sales organization? Does the speed of your sales pipeline resemble molasses? In fact, less than half of all forecasted sales opportunities actually result in a sales win.

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Sales Loss Win Management 232

Fuld

NOVEMBER 1, 2021

This was leading to negative articles in the national and business press, the erosion of customer confidence and trust, and, in some cases, the loss of large—scale contracts. We then provided a Counterpoint for our client for each of these Points, highlighting how they compared to the competitor, for tactical use by their sales team.

Battlecard 52

Battlecard Competitive Intelligence Win Competitive 52

Primary Intelligence

OCTOBER 10, 2019

What is sales enablement? Sales enablement provides salespeople with tools, content, and information that help them sell efficiently and effectively. To be an effective provider of these resources, sales enablement must be careful in its direction and procurement of information to assist sales. Battlecards.

Sales Enablement 104

Sales Enablement Battlecard Sales Loss 104

Netbasequid

MAY 18, 2021

And that includes competitor campaign monitoring and analysis. Competitor audience analysis has changed too. Bringing competitive monitoring and analysis together to win. That’s in large part because, back then, sales figures were the measure of advertising success. Competitor Audience Analysis Has Changed Too.

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Analysis Competitive Intelligence Competitive Win 89

ArchIntel

AUGUST 3, 2021

According to a job announcement posted on LinkedIn, the successful candidate will be tasked with providing market-specific insights and strategies to product management and marketing teams, sales specialists and executives. Having knowledge in win-loss analysis and data visualization is a plus.

Competitive Intelligence 104

Competitive Intelligence Competitive Intelligence Intelligence 104

Primary Intelligence

JANUARY 28, 2020

What happens when a sales team uses data-driven insights to fix their no decision problem? Here’s what one sales team accomplished, their unexpected results, and advice for others to get ahead of no decisions. Melissa Short, VP Reporting Services. They lost 35-40% of revenue annually to “do nothing” buyers. What results have they seen?

Loss 104

Loss Win Sales Competitive Intelligence 104

Primary Intelligence

JANUARY 28, 2020

What happens when a sales team uses data-driven insights to fix their no decision problem? Here’s what one sales team accomplished, their unexpected results, and advice for others to get ahead of no decisions. Melissa Short, VP Reporting Services. They lost 35-40% of revenue annually to “do nothing” buyers. What results have they seen?

Loss 104

Loss Win Sales Competitive Intelligence 104

ArchIntel

MAY 26, 2021

The odds are, senior management and the sales team already know which ones are a real threat, and which ones can be ignored, Mostofi-Jorgensen said. Entrepreneurs are advised to check out the marketing and sales channels rivals use to promote products. It begins with trying to identify one’s real competitors.

Competitive Intelligence 197

Competitive Intelligence Competitive Intelligence Intelligence 197

Evalueserve

OCTOBER 6, 2021

Competitive Intelligence (CI) gives sales teams critical information surrounding competitors, markets, and customers, which are all key factors when making strategic decisions. If done right, CI tools will empower sales and business development teams to: Get a better understanding of their targeted customers. Amazing even.

Competitive Intelligence 52

Competitive Intelligence Competitive Sales Intelligence 52