Comments on: How to get a lost account to speak with you http://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/ Thu, 09 Feb 2012 09:13:04 +0000 hourly 1 http://wordpress.org/?v=3.1.2 By: Stewart Rogershttp://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/comment-page-1/#comment-4736 Stewart Rogers Wed, 12 May 2010 01:54:41 +0000 http://onproductmanagement.net/?p=1914#comment-4736 <span class="topsy_trackback_comment"><span class="topsy_twitter_username"><span class="topsy_trackback_content">Sharing "How to get a lost account to speak with you" (http://bit.ly/bZJwhr) with the ACL team. Not that we ever lose any deals. #prodmgmt</span></span> Sharing "How to get a lost account to speak with you" (http://bit.ly/bZJwhr) with the ACL team. Not that we ever lose any deals. #prodmgmt

]]> By: Summer’s here: Do something different « On Product Managementhttp://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/comment-page-1/#comment-3450 Summer’s here: Do something different « On Product Management Thu, 09 Jul 2009 13:14:31 +0000 http://onproductmanagement.net/?p=1914#comment-3450 [...] How to get a lost account to speak with you [...] [...] How to get a lost account to speak with you [...]

]]> By: Happy (belated) birthday to us (again)! « On Product Managementhttp://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/comment-page-1/#comment-3441 Happy (belated) birthday to us (again)! « On Product Management Thu, 18 Jun 2009 02:26:05 +0000 http://onproductmanagement.net/?p=1914#comment-3441 [...] How to get a lost account to speak to you [...] [...] How to get a lost account to speak to you [...]

]]> By: Alanhttp://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/comment-page-1/#comment-3449 Alan Tue, 17 Mar 2009 03:14:56 +0000 http://onproductmanagement.net/?p=1914#comment-3449 Jim - I hear this view frequently from sales people ... many of them think they know why they lost a deal. Rarely are they correct, or do they have a complete understanding of what happened and why. The views of internal people, while interesting, really don't substitute for speaking with the evaluator. I can give you numerous examples where internal people concluded that they lost because of one thing but the evaluator and business buyer have totally different reasons.Some sales people, on the other hand, KNOW that they don't have a full picture, and the (IMO) best sales people like to get objective input from the prospect. Jim – I hear this view frequently from sales people … many of them think they know why they lost a deal. Rarely are they correct, or do they have a complete understanding of what happened and why. The views of internal people, while interesting, really don’t substitute for speaking with the evaluator. I can give you numerous examples where internal people concluded that they lost because of one thing but the evaluator and business buyer have totally different reasons.

Some sales people, on the other hand, KNOW that they don’t have a full picture, and the (IMO) best sales people like to get objective input from the prospect.

]]> By: Dr. Jim Andersonhttp://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/comment-page-1/#comment-3448 Dr. Jim Anderson Tue, 17 Mar 2009 01:30:24 +0000 http://onproductmanagement.net/?p=1914#comment-3448 Alan: maybe I missed it, but isn't one of the most critical part of doing a win/loss analysis (or as I call them an "after action review") to have an internal huddle?I've always found that the various teams (sales, proposals, PM, executive) generally have all the info that you need to know. Sure, contacting the customer can be a good thing to do also, but having the "team" talk about what happened is much more important.After all, they are the ones that will be doing it the next time!- Dr. Jim Anderson <a href="http://www.TheAccidentalPM.com/" title="The Accidental Product Manager Blog" rel="nofollow">The Accidental PM Blog</a> "Home Of The Billion Dollar Product Manager" Alan: maybe I missed it, but isn’t one of the most critical part of doing a win/loss analysis (or as I call them an “after action review”) to have an internal huddle?

I’ve always found that the various teams (sales, proposals, PM, executive) generally have all the info that you need to know. Sure, contacting the customer can be a good thing to do also, but having the “team” talk about what happened is much more important.

After all, they are the ones that will be doing it the next time!

- Dr. Jim Anderson
The Accidental PM Blog
“Home Of The Billion Dollar Product Manager”

]]> By: Sue Raisty-Egamihttp://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/comment-page-1/#comment-3447 Sue Raisty-Egami Fri, 06 Mar 2009 07:17:46 +0000 http://onproductmanagement.net/?p=1914#comment-3447 Oh yeah, I want my T-shirt. Oh yeah, I want my T-shirt.

]]> By: Sue Raisty-Egamihttp://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/comment-page-1/#comment-3446 Sue Raisty-Egami Fri, 06 Mar 2009 07:17:07 +0000 http://onproductmanagement.net/?p=1914#comment-3446 Hey omega,Thanks for watching my back, but I am fine with Alan's article.I think both Alan and I are cataloging best practices for Win/Loss based on our own experiences. Neither of us are exactly revealing novel, top-secret, ground-breaking research on the topic. Thus, I'm not surprised that our approaches, and thereby our content, are similar. Hey omega,

Thanks for watching my back, but I am fine with Alan’s article.

I think both Alan and I are cataloging best practices for Win/Loss based on our own experiences. Neither of us are exactly revealing novel, top-secret, ground-breaking research on the topic. Thus, I’m not surprised that our approaches, and thereby our content, are similar.

]]> By: OnProductManagementhttp://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/comment-page-1/#comment-4737 OnProductManagement Fri, 06 Mar 2009 06:08:37 +0000 http://onproductmanagement.net/?p=1914#comment-4737 <span class="topsy_trackback_comment"><span class="topsy_twitter_username"><span class="topsy_trackback_content">How to get a lost account to speak with you: http://tinyurl.com/d6e9cc</span></span> How to get a lost account to speak with you: http://tinyurl.com/d6e9cc

]]> By: links for 2009-03-05 (Jarrett House North)http://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/comment-page-1/#comment-3445 links for 2009-03-05 (Jarrett House North) Fri, 06 Mar 2009 02:00:47 +0000 http://onproductmanagement.net/?p=1914#comment-3445 [...] How to get a lost account to speak with you (On Product Management) Tactical tips for doing win-loss analysis. (tags: productmanagement) [...] [...] How to get a lost account to speak with you (On Product Management) Tactical tips for doing win-loss analysis. (tags: productmanagement) [...]

]]> By: Adam Bulliedhttp://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/comment-page-1/#comment-3444 Adam Bullied Thu, 05 Mar 2009 16:50:44 +0000 http://onproductmanagement.net/?p=1914#comment-3444 Great advice, Alan! Win/loss can be scary to some people, because it involves talking to those that rejected their product or company in the first place.But it's all good - and should be thought of as a plus, not a negative. The feedback will generally be some of the best you get due to the lost prospects candor. Great advice, Alan! Win/loss can be scary to some people, because it involves talking to those that rejected their product or company in the first place.

But it’s all good – and should be thought of as a plus, not a negative. The feedback will generally be some of the best you get due to the lost prospects candor.

]]>