Win / Loss Reviews

Win / Loss Reviews

4.11 - 1251 ratings - Source

An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them. Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed and made available for all to use, the organization s competitive position is greatly enhanced. Reveals how to turn field sales teams, a mostly underutilized resource, into net producers of competitive intelligence Exposes new and unconventional approaches for gathering and democratizing sales insights for a broad stakeholder audience Presents a proven knowledge sharing model that is being adopted by major companies worldwide Win/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed. While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and linea€“ofa€“site to the dynamics affecting business performance.If there is little or no documentation to help guide users toward self-sufficiency, they will likely become dissatisfied and frustrated with the process, ... Online User Guides One of the simplest methods for user training is to provide online user guides. ... user productivity software programs such as Microsoft Word and Microsoft PowerPoint, or in a popular portable document format such as Adobe Acrobat.

Title:Win / Loss Reviews
Author: Rick Marcet
Publisher:John Wiley & Sons - 2011-07-12

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