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D A L E C A R N E G I E
"Develop success from failures. Discouragement and failure are two of the surest stepping stones to
success."
WHY
CONDUCT A
WIN/LOSS
ANALYSIS?
SMART COMPANIES
KNOW THERE IS NO
SUBSTITUTE FOR
OBJECTIVE CUSTOMER
FEEDBACK RELATIVE TO
THEIR SALES PROCESS
WIN/LOSS ANALYSIS
HELPS FOCUS SALES
TEAMS, INCREASE
ACCOUNTABILITY &
DRIVE FUTURE
REVENUE GROWTH
Salespeople Rarely Admit Defeat01
MANY SALESPEOPLE TAKE FAILURE
PERSONALLY SO THEY AVOID CLASSIFYING
SALES LOSSES AS CLOSED IN CRM
SYSTEMS
THE STATUS OF A LOSS OFTEN REMAINS "PENDING" RATHER THAN EVER FILED AWAY AS A FAILURE
We Can Learn From Our Wins and Losses02
STRATEGIC WIN/LOSS REVIEWS HELP COMPANIES IDENTIFY WHAT DOES AND DOESN'T WORK WITH CUSTOMERS
UNDERSTANDING THE STRENGTHS/WEAKNESSES OF YOUR COMPANY IS THE 1ST STEP IN CREATING A STRONG SALES STRATEGY THAT DRIVES REVENUE GROWTH
TOP TIER COMPANIES HOLD THEIR ORGANIZATIONS ACCOUNTABLE AND PROMOTE A CULTURE OF TRANSPARENCY
Companies Rarely Tell Sellers the Truth03
MOST PEOPLE HAVE A
HARD TIME DELIVERING
BAD NEWS. THIS MAKES
THE TRUTH HARD TO
OBTAIN UNLESS
PROVIDED BY
OBJECTIVE THIRD
PARTY CUSTOMER
FEEDBACK
IT'S CRITICAL THAT WIN/LOSS POST PURCHASE DECISION INTERVIEWS BE CONDUCTED BY SOMEONE WHO HAS NO STAKE IN THE OUTCOME
BUYERS OPEN UP MORE TO A NEUTRAL THIRD PARTY WHEN PROVIDING FEEDBACK BECAUSE THEY KNOW WHAT THEY SAY WON'T BE USED AGAINST THEM
Insight without Analysis is a Waste 04
SUCCESS RELIES HEAVILY IN THE ABILITY TO MAKE DATA AND ANALYTICS A CENTRAL PART OF ANY BUSINESS STRATEGY
MUCH OF WHAT WE DO IS GUESSWORK WITHOUT DATA ANALYTICS
GOOD DATA = GOOD DECISIONS
WIN/LOSS ANALYSIS IS CONDUCTED WITHIN 6-12 MONTHS OF FINAL SALES DISPOSITION WHILE THE EXPERIENCE IS STILL FRESH IN THE CUSTOMER'S MIND
It's All About Consistency
05
J I M R O H N
"Success is neither magical nor mysterious.
Success is the natural consequence of
consistently applying basic fundamentals."
WIN/LOSS REVIEWS YIELD VALUABLE INSIGHTS, BUT ONLY IF MEASURED EFFECTIVELY AND CONSISTENTLY
DECIDE WHETHER A REPORT SHOULD BE CREATED ON A MONTHLY, QUARTERLY, OR BI-ANNUAL BASIS
MAKE SURE TO REGULARLY IMPLEMENT MEASURING AND REPORTING SO SALES DATA IS ALWAYS ACCURATE & RELEVANT
A S C E N S I O N G R O W T H & I N N O V A T I O N S T R A T E G I E S
uses primary research + statistical analytics to identify why companies
win and loose new business
ASCENSION
A S C E N S I O N G R O W T H & I N N O V A T I O N S T R A T E G I E S
Ascension Revenue Predictor℠ helps leading companies improve
top line revenue performance.
THANK YOU
ASCENSION GROWTH & INNOVATION STRATEGIES
LEARN MORE ABOUT ASCENSION REVENUE PREDICTOR℠ CALL 404-250-4547 OR CONTACT CRAIG APATOV
