Sales and Marketing Management

AUGUST 23, 2020

If you and your organization have suffered losses, you are not alone. This article examines how to evaluate your current standing and begin translating losses into new opportunities to win. . Losses hurt us beyond their financial implications; they have a psychological component as well.

Opportunity 177

Opportunity Negotiation Margin Pivotal 177

The Pipeline

MARCH 12, 2021

Forecasted wins flat and losses up. Data is the rear-view mirror, thinking outside the limits of the data machine is crucial to winning in the future. When you review things, regularly, look for resolution, not blame, that is not the point of data. Review, adjust, and move forward. Review, adjust, and move forward.

Data 386

Data Sales Leadership Quota Sports 386

Sales Hacker

NOVEMBER 16, 2020

If you’re not a big fan of lost deal reviews, or if you’ve heard mixed reviews about them, I’m not surprised. Many of us have experience with lost deal reviews that degenerated into finger-pointing and arguments, not commitments to act. For example, “early-stage losses” is a topic I speak with people about a lot.

Outsourcing Services 101

Outsourcing Services Data Survey Analysis 101

Smooth Sale

DECEMBER 19, 2023

The practice of researching online reviews to see what customers say is an excellent place to start. A company’s reputation is at stake if poor reviews get out of hand. As issues arise, it is best to research companies garnering better reviews and analyze where and how they excel.

Hiring 113

Hiring Face-to-face Research Retail 113

The Center for Sales Strategy

JANUARY 20, 2021

One thing still alludes the Browns, and that is winning the winnable big game. In short, something always gets in the way and they walk away with a loss. Is your sales team winning the winnable games in the face of COVID and all the other obstacles that are thrown in their way?

Revenue 132

Revenue Face-to-face How To Sales Talent 132

The Pipeline

APRIL 13, 2012

As you know, I have always encouraged sellers to review all sales in which they chose to invest time and resources. Whether you win the deal, lose it, or if it ends in “no decision”, it makes sense to understand why for all the obvious reasons. ” But let’s be clear, if you didn’t win – you lost! .”

Resources 285

Resources Buyer Vendor Groups 285

Partners in Excellence

APRIL 25, 2022

We celebrate our wins and victories, as we should. But when we do our “win analysis,” we too often miss some important things, and these can be critical to our ability to compete in the future. First, we are never perfect, even if we win. We usually focus on everything we did right, causing the customer to choose us.

Analysis 104

Analysis Competition Relationals Opportunity 104

The Pipeline

MAY 8, 2017

In light of the fact that most sales people including me, have an initial engagement to close ratio of less than 50%, meaning we lose more than we win, you’d think there would be more of a focus on understanding the reason for the outcomes of our opportunities.

Vendor 219

Vendor Objections Prospecting Relationals 219

Sales Hacker

OCTOBER 27, 2022

Win rates not where they need to be? In most sales organizations: Wins are celebrated. Losses are quickly discarded and forgotten. The consequences of win-at-all-cost culture. Give a champagne toast to sales team members for a strategic deal loss. Moody, Men Who Sell Things, 1907. Sales cycle lengths extending?

Forecasting 88

Forecasting Inbound Buyer Persona Sales Cycle 88

SBI Growth

SEPTEMBER 29, 2012

They write reviews. They read reviews. Use the Win-Loss Interview to gather feedback on your product. Win-Loss interviews are an effective way to collect feedback from buyers after the purchase decision has been made. Win-Loss interviews should be led by an impartial third-party, not the Sales Rep.

Sales Operations 282

Sales Operations Buyer Wireless Harvest 282

BrainShark

FEBRUARY 20, 2024

It can take anywhere from a few days to a couple of weeks to find the right voice-over artist, brief them on the project, receive and review multiple drafts, and land on the final product. Getting and reviewing samples. Reviewing recordings, giving feedback, and waiting for the final draft. Ensuring audio-visual synchronization.

Outsourcing Services 62

Outsourcing Services Salary Distribution Churn 62

Sales and Marketing Management

JULY 22, 2018

According to that same survey, companies that collect proposal data use it to track how long it takes to create proposals and RFPs, determine the number of completed responses, and analyze win/loss data from previous efforts. Data from other winning proposals can help identify the best content.

Data 189

Data Proposal Case Study Survey 189

SBI Growth

JANUARY 11, 2013

Here’s how: Add the " L ook-to-Book" ratio to your key account Win/Loss Analysis. We’ve modified the concept and included it in a Win/Loss Analysis template. Click here to download the special Win/Loss Analysis template. A Win/Loss Analysis tells you how you look through the prospect’s eyes.

Account 297

Account Closing Analysis Coaching 297

Pipeliner

FEBRUARY 17, 2020

In the grief following a major loss, someone in the selling organization will always say, “We should learn from this and make sure it never happens again”. It makes so much sense that there’s even a memorable phrase often uttered – “You win or you learn”. Because they engage after the loss. Let’s go win the next one!”.

Face-to-face 91

Face-to-face Construction Guarantee Ideal Customer Profile 91

Sales and Marketing Management

APRIL 9, 2012

Could this loss have been prevented? In our experience of looking at thousands of win–loss reviews and talking to salespeople and sales managers, in most cases these last-minute surprises are caused by one of two problems: ” So, what happened?

Influencer 265

Influencer Proposal Meeting Sales Management 265

SBI Growth

DECEMBER 14, 2012

Send this report to the 3 rd party who is doing your win/loss reviews. Ask the win/loss firm to modify its question set. High visits/high wins- don’t change a thing. High visits/low wins- you have a hard worker who is not talented. Low visits/low wins- a VP of sales who is focused on the wrong items.

Real Estate 314

Real Estate Scale Report Survey 314

Partners in Excellence

JANUARY 6, 2022

I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won or why we lost. Even when well conducted, these reviews are increasingly rare. What about deals we lose?

Analysis 56

Analysis Segment System Data 56

Pipeliner

JUNE 16, 2022

So we must always remember, “”You Win or You Learn”. But at some point, someone on the losing team will say, “We should learn from this loss so we can be sure it won’t happen again”. Which leaves us to wonder, why is it so difficult to review the details of a loss? No one wants to dwell on or review a loss.

Ideal Customer Profile 52

Ideal Customer Profile Guarantee Insurance Insurance 52

Guru

MAY 14, 2020

One of my favorite activities to work on as a product marketer is win/loss reviews. we ask them to introduce one of our product marketing managers (PMMs) to their main point of contact to do a win or loss review. Every time an Account Executive closes an opportunity in Salesforce—either Closed Won ??

SalesForce 63

SalesForce Closing Account Positioning 63

The Pipeline

AUGUST 6, 2019

They either review all their losses, or all their wins, not both. When they do the review, it is usually a journey of validation, not learning or discovery. You should be reviewing all opportunities that cross the starting line of your pipeline. Win, lose, or no-decision. Or all pipeline opportunities.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Margin 242

Partners in Excellence

JULY 17, 2023

We are driving prospecting activities to load the pipeline… Everyone knows they have to get to 3X pipelines within the next 60 days… ” I replied, “But your win rate is 21%, you need roughly a 5X pipeline to even begin addressing the challenge. ” I had done deal reviews on a number of the qualified deals.

Pipeline 90

Pipeline Ideal Customer Profile Analysis Face-to-face 90

SBI Growth

JANUARY 2, 2013

If you have a team of “B” and “C” players, winning will be impossible. Win/Loss Assessment. A Win/Loss Assessment is an invaluable tool. Download the Win/Loss Review Template Here. Use the Win/Loss template to immediately to get a jumpstart in 2013. This is dangerous.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

The Pipeline

JANUARY 16, 2014

Most already do deal reviews in some format, but many do not, either choosing to them selectively, or just enough to satisfy a KPI or ScoreCard requirement. Specifically this involves reviewing all deals you were involved in, those you won, those you lost, and those which go to “no decision”. Sound thinking, to a point.

Sales Cycle 220

Sales Cycle Exercises Segment Objections 220

Pipeliner

JANUARY 12, 2021

But we don’t win them all, either. Understanding why opportunities are lost is vital to winning more of them. Within the Pipeliner administration interface, the “loss reason” field for opportunities can be customized. If you could increase your win rate by 1 percent per month, that would be 12 percent per year.

Opportunity 81

Opportunity Cancellation Lead Rank Lead Scoring 81

The Pipeline

APRIL 23, 2019

Miss that context and they’ll miss yours; a loss for both. Over time, and if you are regularly doing 360’s , knowing exactly why you win lose or draw, you will develop a portfolio of ways of delivering the right message in the right environment. 360 Degree Deal Review. From The Centre Out. Related Resources.

Prospecting 260

Prospecting Transportation Retail Exact 260

The Pipeline

AUGUST 3, 2017

While most sales people nod knowingly when you say this, they fail to follow through on actually reviewing and understanding why the opportunity ended the way it did. You can get the same outcome by reviewing a representative sample. The other thing you want to do is review all three outcomes, win – lose – draw (no decision).

Objections 206

Objections Face-to-face Segment ROI 206

The Pipeline

FEBRUARY 18, 2013

Just as there are time when it will take more than just a change in attitude to carry on successfully, and in our case, win sales. But when you examine it more closely, it is often their actions that drive their attitude, and this creates the winning combination. The key is that it is created and maintained in a proactive fashion.

Fashion 303

Fashion Sports Motivation ACT 303

Chorus.ai

JUNE 18, 2021

A quarterback or soccer player shouldn’t dwell on an interception, missed goal, or even a loss. They need to adopt a winning mindset. Harvard Business Review found that your chance of making contact with a prospect after the 6th attempt is 90% ! Follow us on LinkedIn for your chance to win one of 20 copies we’re giving away!

Face-to-face 118

Face-to-face Follow-up Webinar Metrics Research 118

The Pipeline

JULY 17, 2013

Second, you will need to start reviewing and analysing all your sales. ( You can access a worksheet here ) The ones you win, to see where there is commonality and opportunities to shorted, or just to validate that you are still at the right length. Those who tell you to just analyse wins are just setting you up to be blindsided.

Sales Cycle 316

Sales Cycle Pipeline Buyer Up-Sell 316

Sales Hacker

OCTOBER 28, 2022

Dustin Brown — Tips for winning in enterprise. Dustin, a global strategic account executive at Outreach , walked the crowd through his recent big deal with redacted, along with these tips and takeaways for winning enterprise deals: Dustin Brown on winning enterprise deals: Have a hypothesis or POV and constantly be validating it.

LinkedIn 86

LinkedIn Lead Rank Call-back Enterprise 86

BrainShark

SEPTEMBER 10, 2023

10 Sales training ideas for 2024 Incorporate assessments Examine win/loss reports Leverage peer learning Put sales reps in their buyer’s shoes Highlight industry trends and news Keep your diverse workforce in mind Practice responding to objections Sales process deep-dive Pre-boarding Sales manager “mastery sessions” 1.

Training 62

Training Hiring Objections Coaching 62

Partners in Excellence

OCTOBER 12, 2022

Classically, we tend to view winning and losing as two sides of the same coin. If we don’t win, we lose and vice versa. As a result, we are supposed to focus on those things that cause us to win. By doing this, we may not win. But that doesn’t imply a commitment to winning. So how do we “win?”

Face-to-face 56

Face-to-face Analysis Data Groups 56

The Pipeline

DECEMBER 22, 2016

But if you are looking to improve in the coming year and beyond, it is clear that the best learning opportunities are in examining the losses, and working to change those outcomes. I know there are some pundits who will tell you to ignore anything but wins, and work on repeating things that are working.

Sales Qualified Lead 120

Sales Qualified Lead Trends Segment B2B 120

The Pipeline

DECEMBER 3, 2019

Wins, losses, and no-decision outcomes, all reviewed for insights, having a 360 Degree View is key to winning. When you do that, over time, you see patterns that are critical that can be used to engage buyers and win deals. One thing that becomes clear is who really drove critical moments in the journey?

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

criteria for success

MARCH 4, 2021

This is why, especially now, it's important to share wins with your sales team. Debrief wins & analyze the process. One of the most useful things you can do is to spend time with your team analyzing wins. To do this, simply ask members of the team to spend 10-15 minutes discussing a significant recent win. Watch Now.

Face-to-face 59

Face-to-face Exercises Call-back Up-Sell 59

SBI Growth

APRIL 1, 2013

The solution to this problem is the Big Deal Review Tool. The benefit of performing a Big Deal Review is real. The Big Deal Review will identify the Q2 at risk big deals. The source and veridcation of these attributes comes from our win/loss practice. Get your “must win deal” reviewed by a big deal strategist.

Scale 317

Scale Quota B2B Negotiation 317

Understanding the Sales Force

DECEMBER 2, 2013

Understanding the Sales Force by Dave Kurlan Yesterday, Dennis and I were reviewing Lost Deal comments for a client when we came across one that began, "In the end, when all was said and done.". We must be able to have meaningful lost deal reviews. Win/loss rates are at an all-time low. One salesperson''s editorial.

Account 163

Account Analysis Decision Maker Positioning 163