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

Do you want to win and retain more business? Nail the competition? When you win deals, do...
€35,15 EUR
€35,15 EUR
SKU: 9780997272215
Product Type: Books
Please hurry! Only 210 left in stock
Author: Ellen Naylor
Format: Paperback
Language: English
Subtotal: €35,15
10 customers are viewing this product
Win/Loss Analysis: How to Capture and Keep the Business You Want by Naylor, Ellen

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

€35,15

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

€35,15
Author: Ellen Naylor
Format: Paperback
Language: English
  • Do you want to win and retain more business? Nail the competition?
  • When you win deals, do you know why you win them?
  • When you lose deals, do you know why you lose them?
  • When your existing customers choose you again, why do they?
  • When your existing customers abandon you, why do they?


If you don't ask your customers and those who chose a competitor, you won't truly discover why you're winning and losing deals. Find out why buyers choose to do business with you or your competition. Learn how they went about making their buying decision.

If your company is struggling, losing its visibility or failing in growth projections, you need Win/Loss Analysis. Woven throughout are steps to gather and implement competitive intelligence, customer insight and strategic panache. You will pull insight to develop specific buyer personas.

With the guidance of Win/Loss Analysis, you will discover how to remove the guesswork, and gain more business by conducting Win/Loss interviews with your customers and former prospects--after the buying decision has been made.

For over two decades, Win/Loss expert Ellen Naylor has guided executives and managers to world-class results with her 12-Step Win/Loss process. Now you will get her inside tips and secrets to lead your company to do the same.

Not convinced yet? Research shows that taking action from a formal Win/Loss program can improve win rates between 15 to 30 percent.

Bronze Independent Publisher's award Business/Career/Sales category.



Author: Ellen Naylor
Publisher: Business Intelligence Source, Inc.
Published: 09/11/2018
Pages: 218
Binding Type: Paperback
Weight: 0.57lbs
Size: 8.50h x 5.50w x 0.46d
ISBN: 9780997272215

About the Author
Naylor, Ellen: - Ellen Naylor is one of America's pioneers in competitive intelligence (CI) and Win/Loss analysis. Naylor initiated Verizon's first CI program for enterprise marketing in 1985. Ellen's company, The Business Intelligence Source, is in its 25th year. The company's research has consistently helped companies beat the competition and make smarter strategic decisions. Over the last 25 years, Naylor has been a frequent speaker at conferences, webinars and universities globally. She has given Win/Loss Analysis training and presentations as well as elicitation training and presentations to great acclaim around the world. She wrote the award-winning book, Win/Loss Analysis: How to Capture and Keep the Business You Want. Ellen won the Catalyst and Fellows awards from SCIP, served on their board and contributed to three SCIP books, most notably, Starting a Competitive Intelligence Function. Ellen is on the executive committee for the Council of Competitive Intelligence Fellows, an educational organization that provides thought-leadership, practical guidance, and awareness of sound and ethical intelligence practices.

Returns Policy

You may return most new, unopened items within 30 days of delivery for a full refund. We'll also pay the return shipping costs if the return is a result of our error (you received an incorrect or defective item, etc.).

You should expect to receive your refund within four weeks of giving your package to the return shipper, however, in many cases you will receive a refund more quickly. This time period includes the transit time for us to receive your return from the shipper (5 to 10 business days), the time it takes us to process your return once we receive it (3 to 5 business days), and the time it takes your bank to process our refund request (5 to 10 business days).

If you need to return an item, simply login to your account, view the order using the "Complete Orders" link under the My Account menu and click the Return Item(s) button. We'll notify you via e-mail of your refund once we've received and processed the returned item.

Shipping

We can ship to virtually any address in the world. Note that there are restrictions on some products, and some products cannot be shipped to international destinations.

When you place an order, we will estimate shipping and delivery dates for you based on the availability of your items and the shipping options you choose. Depending on the shipping provider you choose, shipping date estimates may appear on the shipping quotes page.

Please also note that the shipping rates for many items we sell are weight-based. The weight of any such item can be found on its detail page. To reflect the policies of the shipping companies we use, all weights will be rounded up to the next full pound.

Related Products

Recently Viewed Products