Win/Loss Analysis: How to Capture and Keep the Business You Want - E-book - ePub

- Do you want to win and retain more business? Nail the competition?- When you win deals, do you know why you win them?- When you lose deals, do you know why you lose them?- When you get new customers, why do you?- When your existing customers abandon you, why do they?If you don't ask your customers and those who chose a competitor, you won't truly discover why you're winning and losing deals. Find out why buyers choose to do business with you or your competition.
Learn how they went about making their buying decision. If your company is struggling, losing its visibility or failing in growth projections, you need Win/Loss Analysis. Woven throughout are steps to gather and implement competitive intelligence, customer insight and strategic panache. You will pull insight to develop specific buyer personas. With the guidance of Win/Loss Analysis, you will discover how to remove the guess work, and gain more business by conducting Win/Loss interviews with your customers and former prospects--after the buying decision has been made.
For over two decades, Win/Loss expert Ellen Naylor has guided executives and managers to world-class results with her 12-Step Win/Loss process. Now you will get her inside tips and secrets to lead your company to do the same. Not convinced yet? Research shows that taking action from a formal Win/Loss program can improve win rates between 15 to 30 percent.