Win/Loss Analysis

Posted on August 16, 2009

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Essentially, a win/loss analysis helps a company answer these questions:

  • Why do customers select your products or services?
  • Why did your prospects select your competitors’ products or services and why they didn’t select yours?
  • How do your competitors position themselves when they compete with you?
  • How do your customers and prospects perceive your sales and marketing efforts?
  • How do your customer’s and prospects perceive competitors and their products/services?
  • What are the most important criteria a customer looks for when selecting products or services in your category?
  • How effective is your marketing and sales team in presenting your company, your value proposition, and your products or services?

Source: http://www.marketingprofs.com/9/win-loss-analysis-process-for-taking-revenue-up-a-notch-part-1-patterson.asp?adref=NMAT189

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