Business Strategy

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.

Pragmatic Marketing: Eight Rules of Successful Win-Loss Analysis

Pragmatic Marketing: Eight Rules of Successful Win-Loss Analysis

Are you looking to implement win-loss interviews and analysis at your own company? A great resource for insights and best practices is Pragmatic Marketing. The Pragmatic Marketing framework is the de facto standard for training product professionals since 1993. One of the practices encouraged and promoted by the framework is win-loss analysis.

Business Health Checklist

Business Health Checklist

As we run win-loss programs, we diagnose the symptoms and root causes of why our clients win and lose. Like a doctor, we see common symptoms across our “patients." This list highlights symptoms we look for and can serve as a great checklist for assessing the health of your business.

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.

What Are the Key Drivers for Why People Buy Your Products?

What Are the Key Drivers for Why People Buy Your Products?

Why do customers pick you vs. your competitors? It's obvious that having an accurate, articulate answer to this question can be an invaluable asset for leaders and team members across practically every function of your business. Here are a few lessons I've learned about getting to the right answer.

What's Wrong With Your Sales Training Program?

What's Wrong With Your Sales Training Program?

In this Harvard Business Review article, sales guru Steve W. Martin warns that "you truly can’t train your sales teams on how and why prospective customers make their buying decision if your training isn’t based upon direct interviews with decision makers at won and lost accounts."

SalesFounders Podcast

SalesFounders Podcast

Check out the recent SalesFounders Podcast episode about win-loss analysis featuring Clozd founder, Spencer Dent. Leveraging his experience at Bain, and Qualtrics, Spencer co-founded Clozd with the mission to help companies uncover the truth about why they win and lose. On this episode, Spencer shares some of the most common pitfalls, and why win-loss analysis should be an integral part of your growth strategy.

Win-Loss Analysis: Driving Outcomes for Every Function

Win-Loss Analysis: Driving Outcomes for Every Function

Not only will win-loss analysis drive alignment across the org, but it will provide critical insights and direction for practically every function. Learn more about how win-loss analysis benefits the executive team, marketing, sales, product, corporate development, client success, and more.

Gartner Report: Benefits of Win-Loss Analysis

Gartner Report: Benefits of Win-Loss Analysis

Are you looking to build a business case for implementing win-loss analysis at your company? One helpful resource is the Gartner report entitled, "Tech Go-to-Market: Three Ways Marketers Can Use Data From Win/Loss Analysis to Increase Win Rates and Revenue" by Todd Berkowitz. This blog post provides a quick summary of the findings.