Win/Loss Analysis (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?
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- 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 your existing customers choose you again, why do they?
- 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 guesswork, 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.
Business/Career/Sales category.
Over the last 25 years, Naylor has been a frequent speaker at conferences, webinars and universities globally. She has given Win/Loss Analysis training and presentations as well as elicitation training and presentations to great acclaim around the world.
She wrote the award-winning book, Win/Loss Analysis: How to Capture and Keep the Business You Want. Ellen won the Catalyst and Fellows awards from SCIP, served on their board and contributed to three SCIP books, most notably, Starting a Competitive Intelligence Function.
Ellen is on the executive committee for the Council of Competitive Intelligence Fellows, an educational organization that provides thought-leadership, practical guidance, and awareness of sound and ethical intelligence practices.
- Autor: Ellen Naylor
- 2018, 216 Seiten, Englisch
- Verlag: Business Intelligence Source, Inc.
- ISBN-10: 0997272228
- ISBN-13: 9780997272222
- Erscheinungsdatum: 11.09.2018
Abhängig von Bildschirmgrösse und eingestellter Schriftgrösse kann die Seitenzahl auf Ihrem Lesegerät variieren.
- Dateiformat: ePub
- Grösse: 1.29 MB
- Mit Kopierschutz
- Vorlesefunktion
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