Few organizations fulfill the potential that win/loss analysis delivers. Whether the reason is lack of resources, commitment or process, fewer than 20% of organizations conduct a win/loss analysis with any regularity or discipline. This discipline is non-discretionary and must be learned to fulfill the promise of a “tuned in” organization. Learn how to successfully conduct these post-decision interviews while extracting market perception to diagnose sales cycle performance, verify competitive differentiation and to align your sales process with that of your buyer.
Watch “The Eight Rules of Successful Win/Loss Analysis”
