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Digging for Gold by Analyzing Wins and Losses

Rick Reynolds of AskForensics Discusses Lessons Learned from Win/Loss Analysis of Nearly $12 Billion Worth of Deals

How many companies really understand why they lose deals? And how many really know why they win? Of course, everyone will have an opinion—losses are chalked-up to price, and wins are attributed to stellar salesmanship. But are those opinions accurate? In this expert interview, you'll learn about:

  • The massive strategic and tactical benefits that can result from conducting more rigorous win/loss analysis.
  • How getting prospects and customers to talk about their buying decisions may not be as difficult as you think.
  • Why the common assumption that deals are lost due to price is often a red-herring that can lead teams astray.
  • The real root-causes behind lost sales and what your sales teams should be doing differently to avoid them.

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