Interesting Book on Sales Intelligence?

[Ellen Naylor]

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 

[Miguel Duarte Ferreira]

Hi Ellen,

I haven't but I thank you in advance for your feedback.

Wish you a great year!

Miguel

[Nikki Gainey]

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

[Andrew Beurschgens]

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!

[Ellen Naylor]

Hi Andrew,

Yes I am in touch with Rick and very excited to read his book, since he is using the sales force to conduct win/loss at Microsoft for 3 years now, and they have learned so much by having win/loss be part of the sales process. The response is immediately after the sales event.

While Sales has its bias in conducting win/loss, when you have the high volume that Microsoft has, valuable trends can be uncovered, and I look forward to learning more about this process, the analysis, and how others can use their sales forces more effectively as part of the win/loss process.

Thanks,

Ellen

[Ellen Naylor]

BTW I now have a copy of this sales book and hope to read it this month. I will share what I learn with this group.

Best,

Ellen

[Rick Marcet]

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

[Ellen Naylor]

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