Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only Interview

Already a subscriber? Login

Subscribe and get immediate access to this interview, full access to our research library, and much more...

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.

This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Driving Strategic Decisions with Sales Analytics

    In this guide, you'll learn how to look at sales performance in a different way, use sales analytics to answer much more powerful questions; and identify your company's real strategic "sweet spot" in the marketplace.

    View This Guide

  • The Marketing Research Interview Guide

    Categories and sample questions for developing effective marketing research interview guides. A robust and well-rounded interview guide can be constructed by just developing one question in each category.

    View This Tool

  • Beyond Reporting with Sales & Pipeline Analysis

    To actually improve overall sales performance in a big way, reporting alone simply WILL NOT get you there. This recorded training session shows you how to make the transition from reporting to true sales and pipeline analysis that can drive improved sales performance at-scale.

    View This Webinar

  • Predictive Sales Analytics

    Predictive sales analytics has proven to be a powerful tool for improving effectiveness and boosting results at-scale. In this on-demand webinar, we demystify the core concepts and applications in sales environments.

    View This Webinar