Digging for Gold by Analyzing Wins and Losses
Rick Reynolds of AskForensics Discusses Lessons Learned from Win/Loss Analysis of Nearly $12 Billion Worth of Deals
How many companies really understand why they lose deals? And how many really know why they win? Of course, everyone will have an opinion—losses are chalked-up to price, and wins are attributed to stellar salesmanship. But are those opinions accurate? In this expert interview, you'll learn about:
- The massive strategic and tactical benefits that can result from conducting more rigorous win/loss analysis.
- How getting prospects and customers to talk about their buying decisions may not be as difficult as you think.
- Why the common assumption that deals are lost due to price is often a red-herring that can lead teams astray.
- The real root-causes behind lost sales and what your sales teams should be doing differently to avoid them.
This interview is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
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