CommonWealth Growth Strategies recommends
Win | Loss Analysis: How to Capture and Keep the Business You Want
BY ELLEN NAYLOR
If you don’t ask your customers and those who chose a competitor, you won’t truly discover why you’re winning and losing deals. Find out why buyers choose to do business with you or your competition. Learn how they went about making their buying decision.
If your company is struggling, losing its visibility or failing in growth projections, you need Win/Loss Analysis. Woven throughout are steps to gather and implement competitive intelligence, customer insight and strategic panache. You will pull insight to develop specific buyer personas.
With the guidance of Win/Loss Analysis, you will discover how to remove the guesswork, and gain more business by conducting Win/Loss interviews with your customers and former prospects–after the buying decision has been made.