5 January, 2022

What are the main factors driving wins and losses in B2B?

By |2022-01-06T09:29:06-07:00January 5th, 2022|Categories: Sales Effectiveness|Tags: |

To win over B2B sales prospects, it's not enough for your company just to have a good product and/or service. With fierce competition in many industries, you also need a compelling message that resonates with the decision-maker and helps you stand apart in the marketplace - or you risk having prospective customers go elsewhere. How [...]

20 January, 2021

How Do You Get a Competitive Edge Over a Rival Business?

By |2021-01-20T18:17:46-07:00January 20th, 2021|Categories: Sales Effectiveness|

It’s the start of another sales meeting and you can already tell the news won’t be positive. With revenue for the quarter still shy of targets, you ask the group for an update on their pipeline. The first sales rep begins by sharing how their best opportunity to close this month has fallen through. Another [...]

16 April, 2019

Can You Quantify the ROI for Your Sales Win Loss Program?

By |2021-10-19T14:08:04-07:00April 16th, 2019|Categories: Sales Effectiveness|Tags: |

In parts 1, 2 and 3 of this series on Sales Win Loss Programs, I focused on why collecting feedback after a sales pitch is so valuable, the different ways it can be gleaned, and best practices for conducting post-sale interviews. In this fourth and final installment, I will share what you should do with [...]

25 March, 2019

The Ideal Sales Win Loss Analysis Template

By |2020-04-30T09:55:37-07:00March 25th, 2019|Categories: Sales Effectiveness|Tags: |

In part 1, I shared the insights we believe every company should be striving to capture from the sales process. In part 2, I covered some of the most common methods companies use to acquire those insights, with our strong recommendation that every company implements a Sales Win Loss Program. In part 3 of our [...]

31 January, 2019

How to Obtain Valuable Insight from the Sales Process

By |2020-04-30T10:12:15-07:00January 31st, 2019|Categories: Sales Effectiveness|Tags: |

In part 1 of this blog series, we shared the wealth of knowledge we believe every company should be striving to capture from the sales process. I haven’t met a business leader who would pass up the opportunity to learn so much about how their company and offering is perceived versus their primary competitors. Today, [...]

14 January, 2019

Maximize the Learning Opportunities from Won or Lost Sales

By |2020-04-30T10:21:23-07:00January 14th, 2019|Categories: Sales Effectiveness|Tags: |

  I believe that most companies fail to capture powerful insights that should be acquired from the sales process. The opportunity is often squandered, largely because what’s learned after you win or lose a sale isn’t shared beyond a salesperson or the sales leader. Understandably, most sales teams are laser-focused on generating revenue by closing [...]

28 November, 2018

How to Generate Referrals from Existing Customers

By |2019-04-23T15:04:13-07:00November 28th, 2018|Categories: Sales Effectiveness|

  Throughout the buyer’s journey, business leaders are vetting your company by seeking validation from peers they trust. They are combing through review sites. They are soliciting recommendations on LinkedIn. And, they are asking for feedback during networking events. What do your customers share about their experiences with your company? The numbers speak for themselves: [...]

28 August, 2018

How to Ensure Your Sales Win Loss Program Delivers Value

By |2018-08-29T13:49:03-07:00August 28th, 2018|Categories: Sales Effectiveness|

When we speak to sales leaders, there is one learning technique many cite as the single most important method of closing sales: taking time to understand the context in which your prospects make decisions. What’s the best way to do accomplish this? It starts with a Sales Win Loss Analysis. First, What is a Sales [...]

7 January, 2015

Stop Overlooking Your Sales Wins and Losses

By |2017-08-03T09:27:02-07:00January 7th, 2015|Categories: Sales Effectiveness|Tags: |

What can you learn at the end of the sales cycle? I recently helped plan my own wedding. And as many of you know, it is an exhausting task. There are hundreds of details to go over and lots of checklists to complete. Let’s also not forget the dreaded seating assignments! Thankfully, my future wife [...]

22 October, 2014

Rewire Your Sales Process

By |2018-08-09T15:33:21-07:00October 22nd, 2014|Categories: Sales Effectiveness|Tags: |

5 Reasons You’re Being Passed Over in Favor of a Competitor When asked why you lost a new business opportunity, how often do you hear it was price? It’s also not uncommon for your products or services to get the blame. Another popular justification for the loss: the prospect had a personal relationship that led [...]

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