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Intellipod – How to make a Win/Loss analysis that generates business

This Episode is about win/loss and below is a short summary of what the episode is about.

  • Win/Loss analysis is one of the top 5 most sought after market intelligence tools.
  • Win/Loss analysis is a process, not a deliverable.
  • The purpose is to improve understanding of why a deal was won or lost in order to generate action to improve or strengthen sales.
  • Apart from potentially improving sales, Win/Loss analysis adds a new dimension to the customer dialogue and can strengthen relationships.
  • A challenge to create a successful Win/Loss analysis program is to ensure management buy-in.
  • Interviewing is the key activity in the whole process – prepare well and pay attention

To read more about this topic you can read our blogpost – How to make a Win/Loss analysis that generates business