Best Practice Report

Sales Intelligence: The Benefits Of Win/Loss Analysis

January 1st, 2018
Paul Ferron, VP, Research Director
Paul Ferron VP, Research Director

Summary

Conducted correctly and consistently, win/loss analysis can provide invaluable buyer perspectives on selling success and failure. Without active sales participation and a plan of action based on the findings, win/loss projects are a waste of time. Internal sources may be too biased to conduct accurate win/loss analysis; if budget allows, consider an independent third party.

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