Who is doing Win/Loss?
I am writing a series on Win/Loss Analysis, and would be interested to get your input. Please send me a note if you:
- believe you have some best practices to share about Win/Loss analysis. I am looking for real-life stories of how Win/Loss changed your business, turned an account around, helped your team focus, or helped your career.
- have a horror story about Win/Loss. Sales getting misinformation? A customer going postal? Using a single data point to summarize a market?
I can keep your identity private if you wish, and I’ll make it easy for you to contribute.
Thanks – I hope to hear from you.
Related posts:
- What’s the deal with Win/Loss Analysis?
- How NOT to do Win/Loss Analysis part 1: CRM Reporting
- No Win/Loss? Blame…
- Win/Loss? Anyone?
- Win/Loss Analysis: What to do if you’re not allowed to call customers
Tags: Win/Loss Analysis
Hi Alan,
Here is the link to an article I wrote on win loss analysis for Competitive Intelligence Magazine http://www.thecisource.com/pdfs/WinLossCoopAngleJan08.pdf and today’s blog on win loss analysis http://cooperativeintelligenceblog.com/2009/02/04/win-loss-analysis-is-more-than-competitive-intelligence/.
One of my most interesting win loss stories was at an electric utility company where electricity had become deregulated recently. The company was losing 1 case after the other due to price said sales. Management was skeptical since this is what sales says all the time. But it was true I found out as I interviewed these lost customers. The company’s price was out of the ballpark. So I investigated their pricing policies and found out they were trying to make a profit in both their wholesale and retail business, which was no longer possible in a competitive marketplace.
Good luck with you win loss compendium. HTH, Ellen