Win/Loss Analysis: How to Capture and Keep the Business You Want

Do you want to win and retain more business? Nail the competition? Remove the guess work by conducting Win/Loss interviews with your customers and those who chose a competitor. Win/Loss analysis veteran, Ellen Naylor guides you to world-class results with her unique 12-Step Win/Loss process. Research shows that taking action from a formal Win/Loss program can improve win rates between 15 to 30%. More

Available ebook formats: epub

About Ellen Naylor

Ellen Naylor is one of America's pioneers in competitive intelligence and Win/Loss analysis, which stems from her sales experience where she learned that customers and those who chose a competitor were a great source of competitive, product and market insight.

Ellen conducted her first Win/Loss analysis project in 1989. Over the years, she has noticed that every time companies make the changes she recommends from Win/Loss analysis, they make more money. She wrote this book to enable you to improve your win rates and customer retention through her 12-step Win/Loss analysis process, and also includes her inside tips and secrets.

Ellen's company, The Business Intelligence Source, helps companies develop competitive intelligence programs, win/loss analysis, market opportunity analysis and elicitation collection skills. She has given workshops and presentations on these topics for 25 years. Learn more: http://thebisource.com.

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