KPIs for Win-Loss Analysis and Voice of the Customer Programs
When running Win-Loss Analysis or a voice of the customer program, you must be able to show the value and impact of your program to executives and key stakeholders. By measuring the results of your win-loss program in various areas, you’ll be able to see…
Win-Loss and Sales Training
Sales leaders need to be able to analyze their sales performance and identify areas where they need to improve. One way to do this is by using Win-Loss Analysis. While Win-Loss Analysis is typically implemented by your organization’s product marketing team, the insights received from…
5 Tips for the Best SKO Ever
Your sales kick off (SKO) sets the tone for your go-to-market teams at the beginning of each year. But how do you put together an impactful sales kick off meeting for your B2B sales team? Here are some things to consider as you plan your…
Win-Loss Analysis: The Key to Impactful Sales Enablement
What is Sales Enablement? Sales Enablement is one of the most important aspects of a salesperson’s toolkit, and it’s something that all product marketing teams should be taking seriously. According to Hubspot, sales enablement is the iterative process of providing your business’s sales team with…
How to Build a Winning Go-to-Market Strategy
It’s no secret that go-to-market (GTM) strategy is essential to the success of any product. In fact, according to Forrester, GTM is the number one priority for product marketers. But what exactly is a GTM strategy? And how can you ensure yours is a winning…
Align Product Marketing with your Sales Team
It’s no secret that product marketing and sales enablement are two of the most important functions within a company. After all, they are responsible for ensuring that the right products are being developed and brought to market, and that they are being marketed and sold…
The Key to Lasting Results: Sales Team Participation
Running a win-loss program can be difficult, especially when sales rep engagement is low. Win-Loss Analysis creates game-changing coaching opportunities for sales teams, but your sales team must be a focus. If you’re asking yourself how to implement a win-loss analysis program, sales team engagement…
How to Conduct Personalized Sales Coaching that Actually Works
The buyer journey continues to shift to a digital experience. In fact, it is estimated that your rep’s only get 5% of that buyer’s journey. And in that shortened window of time, they’re still expected to build trust, differentiate from competitors, and demonstrate value to…
Primary vs. Secondary Data Sources in Win-Loss Analysis
By Ron Sathoff, Director of Learning and Development at Primary Intelligence In the classic 1950 film Rashomon, director Akira Kurosawa presents the details of a crime through the eyes of the various witnesses, all of whom have their own unique perspectives on what occurred. This…
6 Ways to Start Winning at Win-Loss Analysis Today
As a B2B organization, it’s important to understand why you win and lose opportunities. Whether acquiring new business, renewing current customers, or growing current account revenue, Win-Loss Analysis (WLA) gives insight into the decision drivers behind deal outcomes according to your buyers. These insights can…