Ellen Naylor's Blog (2)

I had meant to post this event on our Ning calendar, but alas I was traveling during the last several weeks and forgot. However, you can have the benefit of this webinar here, including the slides and the… Continue

Win loss analysis is my favorite tactical cooperative intelligence practice as it offers the best ROI of any sales intelligence tool. You gain intelligence by interviewing your customers shortly after the sales event to find out why they chose to do business with you or decided on a competitor. The data gathered combines knowledge from sales, customers, competitors, and your marketplace. Consider these points to develop a cooperative B to B win loss process: - Clearly identify objectives for c… Continue