3 Win/Loss Analysis Templates You Can Use Right Now

Crayon

More than two-thirds of competitive intelligence professionals say their in-house team is responsible for win/loss analysis. That’s a lot of ground to cover between the hours of 9am and 5pm—which is why simple win/loss analysis templates can be tremendously helpful.

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4 Must-Ask Questions For Your Win/Loss Interviews

Crayon

Win/loss analysis—the process of determining why deals are won or lost—yields insights that practically everyone across your organization can use to their advantage.

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Win/Loss Analysis: Everything You Need to Know

Crayon

Win/loss analysis is an essential practice for anyone who wants to better understand their competitive landscape and continuously optimize processes across sales, marketing, product management, and beyond. How do you calculate win rate and win/loss ratio?

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Why Traditional Win Loss is Dead

Primary Intelligecne

Traditional win loss analysis is dead. Having been in the industry for over 20 years, we’ve seen the struggles of traditional win loss analysis and how it impacts businesses of all shapes and sizes. The Issues with Traditional Win Loss. A Better Way for Win Loss.

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Who Benefits from Win Loss Analysis?

Primary Intelligecne

In company circles, win loss analysis tends to be regarded as a Marketing department initiative. When brought up to other departments, many tend to ignore win loss insights as they don’t see how such a program can benefit their area. The post Who Benefits from Win Loss Analysis?

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Tips for Choosing a Win Loss Platform

Primary Intelligecne

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. A Partner in Win Loss.

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Author Ellen Naylor: Exposing Blind Spots With Win/Loss Analysis

Cipher

Welcome to Goodbye Information, Hello Intelligence , a monthly coffee chat hosted by leadership at Cipher Systems to uncover nuggets of wisdom from the world's foremost competitive intelligence leaders. The following are notes from Goodbye Information, Hello Intelligence: Episode 02.

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Wins and losses in GOVCON in FY2021

FedSavvy

This post is a follow-up of our November 2020 blog , which highlighted some of the major wins and losses at the end of FY2020. As we head into the second half of FY2021, it is important to recap and analyze some of the major ($200M+) contract wins that kicked off this fiscal year.

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Data Loss Stories: How to Backup & Recover Saved Databases

Zoominfo

Data loss is common in all businesses. What Causes Data Loss? Whether losing data is intentional, accidental, or products of ignorance, it’s important to know what you’re up against and how to prevent loss. Data Loss Scenarios & Tips.

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Major wins and losses in GOVCON

FedSavvy

FY2021 is upon us so this is as good a time as any to recap some of the wins and losses that ended FY2020. This is a heavy loss for HII, who inherited this contract from acquisition of Camber.

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How the loss of trade shows changed the customer acquisition funnel

Zoominfo

“In March 2020, live events were canceled overnight. Like everyone else, we had to pivot, and fast.” — Danny Daly, manager, marketing events at ZoomInfo. Since the start of Covid-19, in-person events, conferences, and tradeshows have come to a halt.

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The Case for Win Loss Analysis

Primary Intelligecne

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.

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The What, Why, and How of Win Loss Analysis

Primary Intelligecne

Here at Primary Intelligence, our most requested eBooks cover “ why win loss analysis? People are constantly trying to understand what win loss analysis is and how it can help them. When Primary Intelligence first started in 2000, win loss analysis was in its infancy.

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11 Questions & Answers about Win Loss Analysis

Cooperative Intelligence Blog

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. Question: So what exactly is Win/Loss Analysis? Question: What is the most compelling reason for people to do Win/Loss analysis? Often they’ll tell you more than losses will.

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How to Conduct a Win/Loss Analysis in B2B Sales

Zoominfo

A win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. In fact, companies that conduct win/loss analyses consistently outperform those that don’t in the following areas ( source ): Customer retention rate: 60% vs. 48%. Continue reading to learn how you can incorporate sales win/loss analysis into your business strategy. Step 2: Develop your win/loss analysis questions.

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The Case for Win Loss Analysis

Primary Intelligecne

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. Recently we came across this blog post by Jeff Chamberlain entitled, “ Why Isn’t Win/Loss Analysis Successful? which went over three reasons why people attempt win loss analysis and why they fail.

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Overcoming Your Salesforce’s Objections to Win/Loss Analysis

Cooperative Intelligence Blog

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. To strengthen this argument, I share the 4 topical areas we cover in the Win/Loss interviews with the company’s customers and those who chose a competitor: Relationship Health.

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Win/Loss Analysis: How to Capture and Keep the Business You Want: Q and A Part II

Cooperative Intelligence Blog

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. You will get a preview of my recently published book, Win/Loss Analysis: How to Capture and Keep the Business You Want. Receive our 6-page Win/Loss Cheat Sheets.

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Win/Loss Analysis: How to Capture and Keep the Business You Want: Q and A

Cooperative Intelligence Blog

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. You will get a sneak preview of my soon to be published book, Win/Loss Analysis: How to Capture and Keep the Business You Want. Receive our 6-page Win/Loss Cheat Sheets.

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Big Brands Suffering Substantial Losses & Ignoring Social Insight

Netbasequid

The post Big Brands Suffering Substantial Losses & Ignoring Social Insight appeared first on NetBase Quid. If one word sums up the past year of business, it’s change.

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Opportunities and Threats from Conducting Win/Loss Analysis

Ellennaylor

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. Win/Loss analysis from these conversations give you the ammunition to further develop your buying personas. Win/Loss Analysis a 360 Degree Assessment of Your Company. If No Win/Loss Analysis, Blind Spots?

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Happy Thanksgiving: 7 Win Loss Tips to Improve the Success of Your Program

Ellennaylor

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. Don’t put the onus on them to conduct Win/Loss interviews. Many companies tell me that they feel pushback from Sales, as we develop their Win/Loss program. Sales thinks that Win/Loss is totally an assessment of them. Involve Sales in the Win/Loss process. Different Questions for Wins and Losses.

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Boost Your Win/Loss Program with Answers to 5 Questions

Ellennaylor

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. You would conduct Win/Loss interviews with your distributors, who are doctors, very busy people. They also won’t give a Win/Loss interview for free. That is the essence of Win/Loss.

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Allstate To Take $4 Billion Net Loss This Quarter On Life Sales

Wink Intel

struck another deal to sell part of a life-insurance business and warned investors that the divestitures will result in a roughly $4 billion net loss in the first quarter. The post Allstate To Take $4 Billion Net Loss This Quarter On Life Sales appeared first on Wink. Allstate Corp. Wilton Re agreed to pay $220 million to buy Allstate Life Insurance Co. of New York in a transaction that will complete Allstate’s exit from the life and annuity market, according to a statement Monday.

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Data Management: Best Data Recovery Tools for Windows 11

Smart Data Collective

One of the biggest concerns is that they can lead to data loss. You can hardly find a computer user who has never faced the issue of data loss. Data loss is still a concern. Fortunately, there are things that you can do to deal with data loss issues.

Opting-Out of Google Featured Snippets Led to 12% Traffic Loss [SEO Experiment]

Moz

Posted by Cyrus-Shepard. Note: This post was co-authored by Cyrus Shepard and Rida Abidi. Everyone wants to win Google featured snippets. Right? At least, it used to be that way.

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Agricultural Surfactants Aid in Reducing Crop Losses Due to Pests and Weed Diseases

BIS Research

However, there are different factors that result in crop loss, thus affecting crop production. One of such factors is crop losses occurring due to pests and weed diseases. The increasing percentage of crop loss due to pests and weed diseases has fueled the use of different types of agrochemicals in the agriculture industry.

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Tips for Closers

Primary Intelligecne

In fact, only 25% of lost deals state price affected the loss. Customer experience analysis Voice of the buyer Win loss analysisThere certainly are people with a talent for sales.

7 Top Competitive Intelligence Blogs Read in 2016

Cooperative Intelligence Blog

Templates for Win/Loss Analysis – The Win Loss request I get asked the most often is, “Can you share your Win Loss templates?” I break down Win Loss analysis questions into 4 buckets: relationship health, company reputation, product/service attributes, and servicing issues. While the book focuses on closing sales, the same tactics will work to promote sharing when conducting competitive intelligence collection or Win Loss interviews.

Roadrunner reports $360 million loss in 2016 as re-stated results come to light

DC Velocity

Carrier posts $373.6 million non-cash impairment charge. Transportation

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Why Your Business Needs a Data Backup Strategy

Smart Data Collective

Unfortunately, having your enterprise’s data corrupted may lead to the loss of your clients’ data, and subsequently, to your company losing its credibility. It is believed that, on average, businesses spend over $6 million to recover from a severe loss of information.

Be Smart: Be Human: Be Flexible

Cooperative Intelligence Blog

How flexible are you in competitive intelligence and Win/Loss analysis? Flexibility in Win/Loss Interviews. In Win/Loss interviews, I like to research who I’ll be speaking to, and usually can find something about them from the sales team and social media, especially on LinkedIn. Sometimes you cold call these people, especially in B2C Win/Loss interviews. Check out our book, Win/Loss Analysis: How to Capture and Keep the Business You Want.

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Three Critical Questions for Increased Win Rates

Primary Intelligecne

What are the unique win loss reasons for each individual sales rep? Each of these cards can be flipped over to reveal the top LOSS reasons. Dallas’ second most common loss reason is “concern resolution” This is definitely a sales rep mistake or misstep.

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How One Company is Tackling the Risk of Nothing

Primary Intelligecne

For some organizations, “no decisions” or “do nothing” buyers can comprise 30% of lost revenue annually—even when counted separately from losses. Once a deal closed, it funneled into their win loss program where interviewers probed on the reasons behind inaction.

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Three Critical Questions for Increased Win Rates

Primary Intelligecne

What are the unique win loss reasons for each individual sales rep? Each of these cards can be flipped over to reveal the top LOSS reasons. Dallas’ second most common loss reason is “concern resolution” This is definitely a sales rep mistake or misstep.

Win 104

How One Company is Tackling the Risk of Nothing

Primary Intelligecne

For some organizations, “no decisions” or “do nothing” buyers can comprise 30% of lost revenue annually—even when counted separately from losses. Once a deal closed, it funneled into their win loss program where interviewers probed on the reasons behind inaction.

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7 Timeless Competitive Intelligence Tips

Cooperative Intelligence Blog

One key learning from many Win/Loss interviews with customers is that customer service and company reputation are often the reasons customers buy and stay with you. Win/Loss Analysis book gives you a process to learn why you’re losing business and how to keep more of it! Receive our 6-page Win/Loss Cheat Sheets. Competitive Intelligence Denver Ellen Naylor win loss analysis

How You Can Become a Conversation Rockstar

Cooperative Intelligence Blog

While the book focuses on closing sales deals, the same tactics will work to promote sharing when conducting competitive intelligence collection or win/loss interviews. Win/Loss Analysis book gives you a process to learn why you’re losing business and how to keep more of it! Receive our 6-page Win/Loss Cheat Sheets. communication Competitive Intelligence conversation Cooperative Intelligence Denver Ellen Naylor telephone win loss analysis interviews

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Blogging about Competitive Intelligence from #SCIP09 in Chicago

Ellennaylor

Due to my interest in win/loss analysis, I enjoyed hearing Lisa Hicks talk about “Sharpen Your Sales Results with Win/Loss Analysis Best Practices.” ” Since then I have written a book entitled, Win/Loss Analysis: How to Capture and Keep the Business You Want by Park Hill Press. Win/Loss Analysis book ; Amazon link to Win/Loss Analysis book. Join our mailing list and get our cheat sheets on “How to Build a World Class Win/Loss Program.”.

Competitor highlight: General Dynamics Information Technology (GDIT)…the update!

FedSavvy

In this blog, we examine the company’s changing mix of customers and major wins and losses over the past two years. Major losses for GDIT. The company’s DHS portfolio will shrink following the DCCO loss.

Enabling productivity and scale through improved enterprise knowledge management

CIO

Employees complain that knowledge is outdated, if it is documented at all, and companies worry about tribal knowledge or the loss of intellectual property when employees leave. This article was co-written with Leila Dige.

Cyber Insurance Could Keep Your SMB Afloat Post Cyber Attack

Smart Data Collective

Just one cyber-attack can mean the loss of money, the loss of privacy and productivity, the loss of reputation, and ultimately the loss of the entire business. Cyber insurance does not cover the loss of physical property, such as “bricked” devices.

5 Signs You Need Sales Experience Analysis

Primary Intelligecne

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. As we mentioned above, a sales rep seldom attributes losses to something within their control.