Primary Intelligence

NOVEMBER 24, 2021

Win loss analysis has helped many marketers better understand their buyers. As a marketing leader, there are many ways you can use your win loss insights including: Strategic Direction in Marketing Efforts. This will help you increase win rates and know where to spend your time and budget for the best ROI.

Loss 104

Loss Win Analysis Marketing 104

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%.

Loss 223

Loss Win Analysis Sales 223

Primary Intelligence

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. What is win loss analysis?

Loss 162

Loss Win Analysis Education 162

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

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

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

Kompyte

AUGUST 21, 2023

Imagine if you always knew, not just how often you win and lose deals, but exactly why you win and lose. Armed with this knowledge, you adjust strategies across sales, marketing, and even product—and watch your win rates climb.

Win 65

Win Loss Sales Knowledge 65

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

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.

Sales 160

Sales Battlecard Win Loss 160

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? Were they helpful?

Loss 100

Loss Win Analysis Sales 100

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.

Analysis 164

Analysis Sales Loss Win 164

CIO

JULY 26, 2023

The division’s net sales stood at $8 billion compared to $6.27 Google Cloud reported an operating profit of $395 million for the quarter ended June compared to an operating loss of $590 million for the same period last year. Our new generative AI offerings are expanding our total addressable market and winning new customers.

Win 325

Win Loss Sales Marketing 325

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

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. Can you shed light on a recent win or loss against our main competitors?

Competitive Intelligence 130

Competitive Intelligence Competitive Intelligence 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.

Sales 162

Sales KPI Loss Win 162

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

SEPTEMBER 29, 2021

Most often, buyers described missteps in the sales experience as the reason for lost business – even above price or product features. This disconnect between why sellers think they lose and why they really lose according to their buyers is why buyer feedback is so crucial to helping sales teams increase win rates. The Challenge.

Sales 129

Sales Win Loss Competitive Intelligence 129

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.

Battlecard 136

Battlecard Sales Win Loss 136

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

Zoominfo

APRIL 30, 2021

Here’s what the data says: According to a recent ZoomInfo survey of approximately 600 sales and marketing professionals, 54% of respondents said their organization hosted virtual events, while 40% stopped hosting events completely after the pandemic began in 2020. The real difference, McCallion says, is in the speaking session s.

Loss 264

Loss Sales Win Marketing 264

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?

Competitive Intelligence 130

Competitive Intelligence Competitive Intelligence Intelligence 130

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 Doesn’t Just Help Wins.

Loss 40

Loss Win Analysis SWOT 40

Zoominfo

SEPTEMBER 29, 2022

What happens on a sales call is pretty magical,” Schuck says. For people who built that product to not be front and center when that’s happening is a huge loss.” Bringing your product team to the sales floor doesn’t just benefit the product roadmap. Pulling product leads into sales calls isn’t an easy shift to manage.

Sales 130

Sales Loss Win Knowledge 130

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

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.

Loss 40

Loss Win SCIP Value Chain 40

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.

Sales 232

Sales Loss Win Management 232

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

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

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

Zoominfo

APRIL 30, 2021

Here’s what the data says: According to a recent ZoomInfo survey of approximately 600 sales and marketing professionals, 54% of respondents said their organization hosted virtual events, while 40% stopped hosting events completely after the pandemic began in 2020. The real difference, McCallion says, is in the speaking session s.

Loss 130

Loss Win Sales Marketing 130

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion? Awareness Stage 2. Interest Stage 3.

Sales 130

Sales Research Loss Intelligence 130

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