Win/Loss Analysis: Focus on the Wins

Sales Benchmark Index

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Insights Revealed in The Ultimate Analysis of the Sales Force

Understanding the Sales Force

My favorite is our Comprehensive Pipeline Analysis which I wrote about here. Another one of my favorites is the Ideal Role Analysis where we identify the best people for a particular sales role and the best sales role for each of your people. Image Copyright iStock Photos.

Elevate Sales Operations From Number Crunching to Strategic Analysis

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Article Sales Strategy elevate sales operations sales pipeline sales stratgy strategic analysis

Are You Alienating Your Buyers? A Touchpoint Analysis Will Tell You.

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Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis

The Power of a Win/Loss Analysis

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Article Sales Strategy

Transactional Analysis in Sales, What’s That?

Increase Sales

One of the problems is in many instances one may hear “Transactional analysis in sales, what’s that?” ” Transactional analysis was and currently is a tool developed by Eric Berne.

How the SWOT Analysis for Increasing Sales Limits Business Growth

Increase Sales

Many executives to even top sales performers frequently employ a SWOT analysis for increasing sales. Where the SWOT analysis for increasing sales may limit business growth is within the area of weaknesses.

A Smarter Way to do Loss Analysis | Sales Strategies

The Sales Leader

First, it means that they develop an early warning system that helps them predict when one … Read More » Sales Tips client relationships client retention Colleen Francis Engage Selling Solutions high-risk customers loss analysis sales Sales Lessons Sales Strategies sales team

How to Conduct an Effective Sales Win/Loss Analysis

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Article Sales Strategy

Texting, Transactional Analysis and Emotional Intelligence, Anyone?

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Possibly you may be wondering what is the shared commonality between texting, transactional analysis and emotional intelligence? Back in the late 1905′s, psychologist Eric Berne developed transactional analysis as a tool to help with communication among other challenges.

Five Tips for a Successful Digital Needs Analysis

The Center for Sales Strategy

Now, it is time to prepare for a successful digital needs analysis to make sure that all the effort you spent getting the appointment isn’t wasted. You want to make sure that you have a strong and thorough needs analysis—because understanding your prospect's business, their specific needs , challenges and expectations is imperative to developing a solution that will achieve results. Needs Analysis Digital integrated media solution

New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers

Understanding the Sales Force

Image Copyright Cybrain. It didn't take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool.

Sales Leadership Talent of Problem or Situation Analysis

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Last week the focus was on problem management and today the discussion looks at problem or situation analysis. ’ “ The key difference between problem or situation analysis and problem management is the order of doing. Analysis comes before management.

Closing the Strategic Gap in Your Spend Analysis

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Magazine Sales Strategy

Selling Digital Advertising: The Magic of the Digital Needs Analysis

The Center for Sales Strategy

Over the past couple of weeks, I have had several account managers ask me questions surrounding a digital client needs analysis. There is nothing special about a digital client needs analysis.

Sales Analysis: Three most Common Territory Design Mistakes

Sales Benchmark Index

Some sales reps only make their revenue objectives by selling to the easy accounts. Others are spending too much time with accounts that do not fit the ideal customer profile. And yet, some sales reps have so many accounts to. Article Sales Strategy 3 mistakes allocating territories sales territories sales territory territories territory alignment Territory Design Mistakes

4 Ways to Identify Sales Strategy Gaps with Win/Loss Analysis

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Selling – An analysis of information deprivation

Sales Training Connection

If we were doing this analysis 10 years ago this proposition may have been true. Selling and information deprivation. CSO Insights published an interesting research report – Leveraging Sales Intelligence to Advance Relationships.

Analysis of 2 Million Emails Reveals an Alarming Trend Taking Over Your Sales Reps’ Inbox

Sales Hacker

Closer analysis showed that many of these conversations are actually with leads where the opportunity has not been identified yet. How this Analysis was Conducted. Email is one of the bigger mysteries of business.

Transactional Analysis and its Effect on Our Customer Interactions

Jonathan Farrington

The study of such responses is called Transactional Analysis , developed by Dr. Eric Berne, an American psychiatrist in the 1950s. Transactional Analysis. • Knowing the basics about Transactional Analysis will give you a better understanding of why people communicate in a certain way. This is why transactional analysis is sometimes called PAC communication. Much of our communication is unconscious.

4 Ways To Grow Revenue with Win Loss Analysis

Score More Sales

I spoke with Ken Allred , CEO of Primary Intelligence , about Win Loss programs and how they help Sales teams win more deals. Below is an excerpt from our discussion. B2B sales strategy

Are you doing your win loss analysis wrong?


Win loss analysis is a critical tool for understanding and improving sales performance. Are you making one of these four common win loss analysis mistakes? Unfortunately, most sales organizations do not do them well, and miss out on most of the benefit. Sales Management

Capture the Real Reasons You Win and Lose to Competitors

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Article Marketing Strategy buyer research win-loss analysis

Is Benchmarking or Perfect Fit Analysis More Predictive for Selecting Great Salespeople?

Understanding the Sales Force

Many readers emailed asking if we could perform this analysis for them (yes, in most cases) and whether this would be considered benchmarking (no). In this article, I will actually show you the difference between benchmarking and the Perfect Fit Analysis that we use as proof to clients and to customize Objective Management Group's (OMG) Sales Candidate Assessments. Last week I published a case history on a company that we nicknamed, BigBrains.

How to Improve the Efficiency of the Sales Team

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How To 270

Sales Analysis: Are You Growing Too Fast?

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Going Beyond Cost – Benefit Analysis

Partners in Excellence

I cringe when someone finally does a rudimentary financial analysis, develops charts to present it, culminating in a closing chart proudly stating “The ROI on this project is 6 months.” ” (If you are wondering about this statement, please pick up a book on elementary financial analysis right away). Too many customers focus only on pricing and don’t demand a strong financial analysis. They need to own the results of the analysis.

Time to Take HOLD of Your Business Results

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To improve business results, many organizations use the SWOT analysis. For many years I have used a revised SLOT analysis when it comes to ensuring people secure the desired results. Maybe it is time to move forward and look at business results through a different analysis tool. HOLD – A New Analysis Tool. Yes the SWOT analysis is a good tool. Today, the word disruption is very much in evidence through the business and even personal worlds.

Enable the Sales Plan with Sales Operations

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4 Sales Analysis Questions to Ask at Mid-Year

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How Sales Operations Enables the Sales Strategy

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SaaS Company Analysis: How SaaS Companies Acquire Business


In competitive and growing industries — like in the software as a service (SaaS) market — it can be nice to benchmark yourself and review high level trends to determine how your SaaS company compares to others in your space. Using our expansive database, we analyzed more than 20,000 U.S. companies that provide a SaaS offering to determine how these companies market and sell their services online. SaaS Press Release

Did Your Salespeople Grow Up on the Farm?

Anthony Cole Training

You and your salespeople are a product of mom and dad, the people met, the experiences had and the education/knowledge acquired: record collection nature vs nurture product of your backgroun Sales Effectiveness and Improvement Analysis SEIA core values and beliefs

How Sales Enablement Can Help Close More Deals

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Performance Management Friday — Win/Loss Analysis

Partners in Excellence

Win/Loss Analysis is critical in helping us improve our results. But there are a couple of perspectives in win/loss analysis I think are important in driving performance improvement and improving our ability to win — hopefully ultimately just doing win reviews. A similar analysis around sales cycle time is good.

5 Reasons Why Marketing Should Conduct Win-Loss Calls

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Leaving Your Goals in Your Drawer | Sales Tips

The Sales Leader

Top sales performers that I work with on a regular basis tend to follow the … Read More » Sales Tips analysis Colleen Francis Engage Selling Engage Selling Solutions Goal Setting sales sales analysis Sales Goals Sales Lessons sales performer sales team

Discover Your SLOT for Self-Improvement

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Many have heard of the SWOT analysis for organizational development or improvement. The SLOT analysis provides much greater clarity as to where you are right now and what is getting in your way to where you want to be.

Win More Shelf Space Using a Retail Competitive Analysis [Free Toolkit]


Conducting a retail competitive analysis allows managers to get a lay of the land while anticipating future threats and areas for improvement. Competition is inevitable in any industry, and it’s only getting more fierce. For brands concerned about the impact competitors will have on sales, it’s important to keep a finger on the pulse of the competitive landscape.

SWOT or SLOT in Your Strategic Plan to Increase Sales?

Increase Sales

Within the strategic planning process to increase sales, many organizations create their own SWOT analysis either individually or with outside help. Years ago when attending a conference hosted by Resource Associates Corporation I was exposed to the SLOT analysis that being: Strengths.