How can Win/Loss Analysis help you find untapped markets? — On Product Management
One of the problems with Win/Loss Analysis is the focus on accounts where your company is already engaged. Can this analysis help you find untapped markets, or accounts where you are not being considered?via How can Win/Loss Analysis help you find untapped markets? — On Product Management. Many companies worry about deals they're losing. What about deals they don't even know about? It seems that many companies are blind to what works and doesn't in the buying process. And blind to which markets they serve and which they should. Win/Loss is such a powerful tool but it's not a salesperson's job. Yet only 40% of product managers claim responsibility for it. What is your company doing to understand why you win and why you lose?
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