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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. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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.”. MORE
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 MORE
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. MORE
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. MORE
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. MORE
One way to mitigate the loss of vital information is to have a sound backup system, which will improve the chances of recovering the data. Loss of data can be costly for an enterprise. The most common cause of loss of data is human error. Data loss prevention (DLP). MORE
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? MORE
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. MORE
“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. MORE
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. MORE
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 MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
Carrier posts $373.6 million non-cash impairment charge. Transportation MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
Loss Related Topics Crayon
JULY 30, 2021
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.
Crayon
JULY 23, 2021
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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Crayon
MAY 7, 2021
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?
Primary Intelligecne
AUGUST 5, 2021
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.
Primary Intelligecne
JULY 21, 2021
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?
Primary Intelligecne
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. A Partner in Win Loss.
Cipher
FEBRUARY 22, 2021
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.
FedSavvy
JULY 12, 2021
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.
Zoominfo
MARCH 8, 2021
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.
FedSavvy
NOVEMBER 10, 2020
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.
Zoominfo
APRIL 30, 2021
“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.
Primary Intelligecne
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.
Primary Intelligecne
SEPTEMBER 15, 2021
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.
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. 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.
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. 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.
Primary Intelligecne
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. 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.
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. 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.
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. 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.
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. 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.
Netbasequid
MARCH 29, 2021
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.
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. 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?
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. 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.
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. 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.
Wink Intel
MARCH 29, 2021
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.
Smart Data Collective
NOVEMBER 29, 2021
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.
Moz
APRIL 14, 2020
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.
BIS Research
JULY 12, 2019
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.
Primary Intelligecne
MAY 26, 2021
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.
Cooperative Intelligence Blog
DECEMBER 28, 2016
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.
DC Velocity
JANUARY 31, 2018
Carrier posts $373.6 million non-cash impairment charge. Transportation
Smart Data Collective
JANUARY 21, 2021
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.
Cooperative Intelligence Blog
MARCH 21, 2016
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.
Primary Intelligecne
APRIL 13, 2020
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.
Primary Intelligecne
JANUARY 28, 2020
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.
Primary Intelligecne
APRIL 13, 2020
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.
Primary Intelligecne
JANUARY 28, 2020
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.
Cooperative Intelligence Blog
AUGUST 26, 2016
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
Cooperative Intelligence Blog
FEBRUARY 24, 2016
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
Ellennaylor
SEPTEMBER 16, 2017
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.”.
FedSavvy
NOVEMBER 18, 2021
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.
CIO
OCTOBER 15, 2020
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.
Smart Data Collective
OCTOBER 13, 2021
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.
Primary Intelligecne
OCTOBER 13, 2021
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.
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