Tactical, Operational & Strategic Analysis of Markets, Competitors & Industries
Hello,
I have been browsing articles on win loss analysis, always anxious to expand my horizons and came across this book, From A Good Sales Call to a Great Sales Call by Richard Schroder of Avona Consulting Group.
From looking at the Table of Contents, it looks like it contains a fair amount on setting up a win loss process. I wonder if anyone has read this book and has something to share with this group.
If no one has, I think I'll buy the book and share what I find out in the next month or so.
Hope your year is off to a fine start!
Ellen Naylor
Tags:
Ellen,
I too am curious about win/loss analytics, especially in regards to sustainability and actionability. We seem to be haphazard about the way we do it today in my organization. If you do get and read the book, please post your thoughts/ insights!
Thanks
Nikki
Thanks for this Ellen,
I have recently had the opportunity to be in touch with one of SCIP Orlando's presenters, Rick Marcet from Microsoft and his global sales programme focusing on win loss analysis. In our conversation he made reference to the book he had written around it. The best perspective ever, likes yours Ellen, he had some serious time in sales and so is written from the sales perspective!
Indeed our approach is a bit unconventional in that it relies primarily on our field sales teams to accurately reflect on factors affecting the opportunity outcomes. The other unconventional approach is that we keep the front line sellers at the top of the priority list when thinking how we feed the insights back to them for their active opportunities. There's a heavy reliance on having a learning oriented culture that permits being self-critical. My book which was referenced earlier is due out in mid-June this year. Thx!
-Rick
I wonder if we should start another discussion around your approach of using Sales to conduct win loss as a part of account planning, the culture and self-critical. Rick...would you be comfortable leading this discussion around the time your book is published or perhaps before as you feel fit...maybe this group could benefit from your insight and experience and also offer our experiences which might help you with your book.
Cheers,
Ellen
You might be interested in the next few IntelCollab webinars:
© 2025 Created by Arik Johnson. Powered by