Win-Loss Analysis

Why isn't win-loss analysis more prevalent?

Why isn't win-loss analysis more prevalent?

While most organizations intuitively understand the value of win-loss analysis, execution of an effective win-loss program can often seem daunting and difficult. Clozd frequently speaks with organizations that are unable to capitalize on buyer feedback due to several common roadblocks. Let’s explore these common win-loss roadblocks and learn the best strategies for avoiding or overcoming them.

Win-Loss Analysis: Why interviews?

Win-Loss Analysis: Why interviews?

People who are new to formal win-loss analysis, especially in B2B settings, often ask questions like: "Is it important to interview clients?" "Can we survey them instead?" "What's wrong with analyzing the data that's already in our CRM?" This blog post explores reasons why it's essential to base your analysis on actual interviews with decision-makers at won and lost accounts.

The "Post-Mortem" is a Waste of Time

The "Post-Mortem" is a Waste of Time

Excerpt: "My client had spent 18 months chasing a $400 million deal. They were confident that they were going to win. When the bad news hit, all hell broke loose. “Did you hear we lost the deal?” was repeated over and over for the next 48 hours. And that’s when I heard it the first time, “We need to do a post-mortem.” That was the first of many "post-mortems" that I have participated in for multiple clients and employers in various industries. In general, they are a waste of time because they are plagued by several key shortcomings . . . Stop wasting time on post-mortems and get a pulse on your competitive positioning by formalizing and operationalizing an ongoing win-loss initiative."

A Surefire Way to Increase Sales Win Rates

A Surefire Way to Increase Sales Win Rates

Excerpt: "But, from experience, there's one thing every B2B sales team can do to improve results and increase win rates. I’d bet on it. In fact, I have bet on it. I left a phenomenal job at a historic company so that I could help sales teams implement this critical strategy . . . Find out, from decision-makers, why you won or lost their business."

Win-Loss Analysis: Why?

Win-Loss Analysis: Why?

Don't rely on your sales team for unbiased feedback about your buyers - they will be wrong more than half the time. For critical feedback about how buyers perceive your business and your offering, go straight to the source. Conduct win loss interviews with the actual buyers at your won and lost accounts.