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Win / Loss Reviews: A New Knowledge Model for Competitive Intelligence
An effective framework for strengthening competitiveness bylearning from past deals and applying insights derived fromthem.
Every sales opportunity, whether won or lost, has useful nuggetsof information that can be harvested and used to improveperformance. When those pieces of information are aggregated,analyzed and made available for all to use, theorganization’s competitive position is greatly enhanced.
Reveals how to turn field sales teams, a mostly underutilizedresource, into net producers of competitive intelligence
Exposes new and unconventional approaches for gathering anddemocratizing sales insights for a broad stakeholder audience
Presents a proven knowledge sharing model that is being adoptedby major companies worldwide
Win/Loss Reviews shows how every company can improve top andbottom line performance by systematically capturing the keyinsights from deals that have been won, lost or delayed. While the book talks to decision makers and businessstrategists, the principles and disciplines explored are aimed atbridging the flow of competitive intelligence between sales andmarketing, simultaneously providing insights and line-of-site tothe dynamics affecting business performance.