Excellent Article: Knowing Why You Lose Won’t Always Help You Win: Sales and Marketing Intelligence - Competitive Intelligence2024-03-28T15:00:47Zhttp://competitiveintelligence.ning.com/forum/topics/excellent-article-knowing-why-you-lose-won-t-always-help-you-win?groupUrl=salesandmarketingintelligence&commentId=2036441%3AComment%3A73969&groupId=2036441%3AGroup%3A36906&feed=yes&xn_auth=noIt's funny how conducting win…tag:competitiveintelligence.ning.com,2014-08-04:2036441:Comment:963612014-08-04T16:15:29.507ZEllen Naylorhttp://competitiveintelligence.ning.com/profile/EllenNaylor
<p>It's funny how conducting win loss analysis really doesn't change over time. I was just re-reading this article in a new vein since I am writing a book on how to conduct win loss analysis. I liked the perspective of including win and loss interviews that Allen suggests in his article. </p>
<p>What I am learning is win loss analysis' best ROI is to help Sales <strong>retain</strong> more business. It's much cheaper to retain business than to gain it, although winning new business sure is…</p>
<p>It's funny how conducting win loss analysis really doesn't change over time. I was just re-reading this article in a new vein since I am writing a book on how to conduct win loss analysis. I liked the perspective of including win and loss interviews that Allen suggests in his article. </p>
<p>What I am learning is win loss analysis' best ROI is to help Sales <strong>retain</strong> more business. It's much cheaper to retain business than to gain it, although winning new business sure is exciting and sexy. </p>
<p>Just for fun, I wrote a blog on <a href="http://cooperativeintelligenceblog.com/2014/06/25/20-reasons-to-do-win-loss-analysis/" target="_blank">20 reasons to do win loss analysis</a>. Since then I have thought of so many more going through my case studies and those of other consulting firms. Win loss analysis is a creative process as long as you ask and probe more deeply on those open ended questions. Trusting your intuition is a key interviewing skill, and it comes in handy in win loss interviews.</p> Thanks for sharing Mr. Johann…tag:competitiveintelligence.ning.com,2012-05-28:2036441:Comment:739802012-05-28T03:20:31.620ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoor
<p>Thanks for sharing Mr. Johannes..</p>
<p>Thanks for sharing Mr. Johannes..</p> Good reminder. Thanks for sh…tag:competitiveintelligence.ning.com,2012-05-28:2036441:Comment:739772012-05-28T00:50:32.093ZBabette Bensoussanhttp://competitiveintelligence.ning.com/profile/BabetteBensoussan
<p>Good reminder. Thanks for sharing.</p>
<p>Good reminder. Thanks for sharing.</p> I agree that too many focus o…tag:competitiveintelligence.ning.com,2012-05-26:2036441:Comment:739692012-05-26T04:12:17.336ZEllen Naylorhttp://competitiveintelligence.ning.com/profile/EllenNaylor
I agree that too many focus on losses. Another thing you gain from wins is implementation that you don't get with losses. As stated in the article customer service can be such an important decision making criteria. A balance of 50:50 wins and losses seems to work best in general. This balance keeps companies away from the inevitable blind spots of doing just wins or losses. Thanks for sharing, Johannes.
I agree that too many focus on losses. Another thing you gain from wins is implementation that you don't get with losses. As stated in the article customer service can be such an important decision making criteria. A balance of 50:50 wins and losses seems to work best in general. This balance keeps companies away from the inevitable blind spots of doing just wins or losses. Thanks for sharing, Johannes.