Ellen Naylor's Blog – February 2009 Archive (1)

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… Continue