{"product_id":"win-loss-reviews-isbn-9781118007419","title":"Win \/ Loss Reviews","description":"\u003cb\u003eAn effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them.\u003c\/b\u003e  \u003cp\u003eEvery sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed and made available for all to use, the organization’s competitive position is greatly enhanced.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eReveals how to turn field sales teams, a mostly underutilized resource, into net producers of competitive intelligence\u003c\/li\u003e \u003cli\u003eExposes new and unconventional approaches for gathering and democratizing sales insights for a broad stakeholder audience\u003c\/li\u003e \u003cli\u003ePresents a proven knowledge sharing model that is being adopted by major companies worldwide\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWin\/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed.  While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and line-of-site to the dynamics affecting business performance.\u003c\/p\u003e \u003cp\u003ePreface xiii\u003c\/p\u003e \u003cp\u003eAcknowledgments xix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1: Introduction 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTrusting Today’s Seller 5\u003c\/p\u003e \u003cp\u003eListen to the Customer, Too 7\u003c\/p\u003e \u003cp\u003eDriving Scale and Accuracy 8\u003c\/p\u003e \u003cp\u003eA New Approach 9\u003c\/p\u003e \u003cp\u003eSummary 16\u003c\/p\u003e \u003cp\u003eNotes 17\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2: Win\/Loss Reviews and Business Intelligence 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA New Knowledge Model 22\u003c\/p\u003e \u003cp\u003eBI Governance 25\u003c\/p\u003e \u003cp\u003eProviders of Self-Service BI 26\u003c\/p\u003e \u003cp\u003ePocket BI: Intelligence to Go 27\u003c\/p\u003e \u003cp\u003eFrom BI to Competitive Intelligence 28\u003c\/p\u003e \u003cp\u003eSummary 30\u003c\/p\u003e \u003cp\u003eNotes 31\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3: Why Do We Win or Lose? 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFactors Contributing to Wins and Losses 34\u003c\/p\u003e \u003cp\u003eIs a Win Always a Win? 37\u003c\/p\u003e \u003cp\u003eNarratives Provide Additional Context 38\u003c\/p\u003e \u003cp\u003eFactor Weighting 39\u003c\/p\u003e \u003cp\u003eDo We Learn More from Wins or Losses? 40\u003c\/p\u003e \u003cp\u003eDisengaged Opportunities: What’s the Real Story? 41\u003c\/p\u003e \u003cp\u003eDelayed Deals Benefit from Win\/Loss Reviews 43\u003c\/p\u003e \u003cp\u003eSummary 46\u003c\/p\u003e \u003cp\u003eNote 46\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4: Capturing the Data 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnlocking Tacit Knowledge 48\u003c\/p\u003e \u003cp\u003eOpportunity Details 50\u003c\/p\u003e \u003cp\u003eOutcome Factors 51\u003c\/p\u003e \u003cp\u003eThe Narrative 59\u003c\/p\u003e \u003cp\u003eAccommodating Multiple Languages 62\u003c\/p\u003e \u003cp\u003eSummary 62\u003c\/p\u003e \u003cp\u003eNote 63\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5: Surfacing the Insights 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTactical Insights 67\u003c\/p\u003e \u003cp\u003eStrategic Insights 73\u003c\/p\u003e \u003cp\u003eSummarizing the Information 75\u003c\/p\u003e \u003cp\u003eAccountability for Surfacing Insights 77\u003c\/p\u003e \u003cp\u003eTrends and Statistical Evidence 80\u003c\/p\u003e \u003cp\u003eSummary 83\u003c\/p\u003e \u003cp\u003eNote 84\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6: Beyond Competitive Insights 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAward Programs 88\u003c\/p\u003e \u003cp\u003eRecognition 89\u003c\/p\u003e \u003cp\u003eMarketing Case Studies 91\u003c\/p\u003e \u003cp\u003eSummary 93\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7: Measuring Process and Outcome Performance 95\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eScale Drives Quantity 96\u003c\/p\u003e \u003cp\u003eQuality Drives Value 99\u003c\/p\u003e \u003cp\u003eValue, Expectations, and Policy 100\u003c\/p\u003e \u003cp\u003eSetting Expectations 103\u003c\/p\u003e \u003cp\u003ePolicy Considerations 104\u003c\/p\u003e \u003cp\u003eMeasuring Outcome Performance 105\u003c\/p\u003e \u003cp\u003eSummary 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8: Stakeholder and Cultural Considerations 111\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAccount Manager 113\u003c\/p\u003e \u003cp\u003eSales Manager 115\u003c\/p\u003e \u003cp\u003eProduct Manager 116\u003c\/p\u003e \u003cp\u003eMarketing Manager 118\u003c\/p\u003e \u003cp\u003eCorporate Leadership 119\u003c\/p\u003e \u003cp\u003eAn Emerging Career Skill and Role Requirement 120\u003c\/p\u003e \u003cp\u003eCorporate and Leadership Culture 122\u003c\/p\u003e \u003cp\u003eCulture and Social Networks 124\u003c\/p\u003e \u003cp\u003eSocial Media Paradigms 126\u003c\/p\u003e \u003cp\u003eSummary 128\u003c\/p\u003e \u003cp\u003eNotes 129\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9: Implementing a Win\/Loss Review Program 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEstablishing Business Goals and Objectives 132\u003c\/p\u003e \u003cp\u003ePlanning Phase 133\u003c\/p\u003e \u003cp\u003eElicitation, Documentation, and Review Phase 134\u003c\/p\u003e \u003cp\u003eGathering Insights from Current Tools, Processes, and Documents 140\u003c\/p\u003e \u003cp\u003eIn-Person\/Group Input 142\u003c\/p\u003e \u003cp\u003eConcerns and Issues 143\u003c\/p\u003e \u003cp\u003eConsolidation and Publication of Results 144\u003c\/p\u003e \u003cp\u003eManaging Phase 145\u003c\/p\u003e \u003cp\u003eDesign, Develop, Implement, and Support 145\u003c\/p\u003e \u003cp\u003eTraining and Guidance 148\u003c\/p\u003e \u003cp\u003eSummary 151\u003c\/p\u003e \u003cp\u003eNote 151\u003c\/p\u003e \u003cp\u003eCONCLUSION: A Look Forward 153\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAPPENDIX A: Process Improvement: A Case Study 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBackground 158\u003c\/p\u003e \u003cp\u003eProblem Statement 159\u003c\/p\u003e \u003cp\u003eHypothesis 159\u003c\/p\u003e \u003cp\u003eApproach 160\u003c\/p\u003e \u003cp\u003eDefine Phase 161\u003c\/p\u003e \u003cp\u003eVoice of the Customer 161\u003c\/p\u003e \u003cp\u003eStakeholder Analysis 164\u003c\/p\u003e \u003cp\u003eMeasure Phase 168\u003c\/p\u003e \u003cp\u003eAnalyze Phase 169\u003c\/p\u003e \u003cp\u003eImprove Phase 170\u003c\/p\u003e \u003cp\u003eControl Phase 173\u003c\/p\u003e \u003cp\u003eContents xi\u003c\/p\u003e \u003cp\u003eResults 174\u003c\/p\u003e \u003cp\u003eNote 176\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAPPENDIX B: From the Blogosphere 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOn Whether Sales Teams or Customer Interviews Provide Most Insights 178\u003c\/p\u003e \u003cp\u003eEffect of Social Networking on Win\/Loss Reviews 179\u003c\/p\u003e \u003cp\u003eWhat Win\/Loss Reviews May Reveal Beyond Pricing Issues 180\u003c\/p\u003e \u003cp\u003eWin\/Loss Review Process Improvement 181\u003c\/p\u003e \u003cp\u003eAPPENDIX C: Software and Services for Win\/Loss Review 183\u003c\/p\u003e \u003cp\u003eSoftware Sloution 183\u003c\/p\u003e \u003cp\u003ePartner Profiles 184\u003c\/p\u003e \u003cp\u003eGlossary 187\u003c\/p\u003e \u003cp\u003eAbout the Author 195\u003c\/p\u003e \u003cp\u003eIndex 197\u003c\/p\u003e  \u003cp\u003e\"An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them.\" (\u003cem\u003eAd-Hoc-News,\u003c\/em\u003e November, 2011)  \t \u003c\/p\u003e\u003cp\u003e\u003cb\u003eRICK MARCET\u003c\/b\u003e is the program director for the World Class Selling initiative at Microsoft. He is responsible for leading the drive to increase the sales capabilities of field sales organizations through both the art and the science of selling, across all customer segments. He accomplishes this through the effective use of inquiry-led sales techniques and business and competitive intelligence to drive sustained sales growth and achieve consistently high customer satisfaction.   \u003c\/p\u003e\u003cp\u003eIn Win\/Loss Reviews, Rick Marcet reveals a new knowledge model that taps into one of the most underutilized sources of business and competitive intelligence—your sales staff. But this book isn't about Sales 101. It deals with empowering and encouraging your sales force to extract the most they can from their sales opportunity outcomes—whether won or lost—to cull valuable strategies, insights, and opportunities from every sale, and capitalize on every opportunity, every conversation, every call. It's about leveraging the competitive intelligence right under your sales force's nose—what customers are saying about their needs, which tactics the competition is using, and how your products could more effectively support the customer's strategic vision.\u003c\/p\u003e \u003cp\u003eCutting through the biases that lead you to believe that you win because of great sales skills or lose deals because of price, Marcet reveals the factors that can truly affect the outcomes of deals and offers a systematic and institutionalized way of capturing and sharing real-time information that complements corporate marketing research studies, competitive intelligence reports, and customer surveys.\u003c\/p\u003e \u003cp\u003eWant to protect your company from competitive threats encroaching in all areas of your business? Through quickly and effectively capturing competitive win and loss information from the sales force at the front lines with the clearest view of the action, your company will achieve \"crowd wisdom\"—a grassroots, bottom-up approach of gathering micro-intelligence to harness the most accurate, relevant, and practical insights to benefit your company's stakeholders.\u003c\/p\u003e \u003cp\u003eWin\/Loss Reviews is built around practical foundations and real-world examples, with insight into how technology and social media are enabling intelligence to proliferate and be accessed where and when it is needed. Its hard-won wisdom lets you in on field-tested, practical information you can use now to make every sales call—even the not-so-great ones—a true win.\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eWIN\/LOSS REVIEWS  A NEW KNOWLEDGE MODEL FOR COMPETITIVE INTELLIGENCE\u003c\/b\u003e   \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eWin\/Loss Reviews\u003c\/i\u003e, Rick Marcet reveals a new knowledge model that taps into one of the most underutilized sources of business and competitive intelligence—your sales staff. But this book isn't about Sales 101. It deals with empowering and encouraging your sales force to extract the most they can from their sales opportunity outcomes—whether won or lost—to cull valuable strategies, insights, and opportunities from every sale, and capitalize on every opportunity, every conversation, every call. It's about leveraging the competitive intelligence right under your sales force's nose—what customers are saying about their needs, which tactics the competition is using, and how your products could more effectively support the customer's strategic vision.  \u003c\/p\u003e\u003cp\u003eCutting through the biases that lead you to believe that you win because of great sales skills or lose deals because of price, Marcet reveals the factors that can truly affect the outcomes of deals and offers a systematic and institutionalized way of capturing and sharing real-time information that complements corporate marketing research studies, competitive intelligence reports, and customer surveys.  \u003c\/p\u003e\u003cp\u003eWant to protect your company from competitive threats encroaching in all areas of your business? Through quickly and effectively capturing competitive win and loss information from the sales force at the front lines with the clearest view of the action, your company will achieve \"crowd wisdom\"—a grassroots, bottom-up approach of gathering micro-intelligence to harness the most accurate, relevant, and practical insights to benefit your company's stakeholders.  \u003c\/p\u003e\u003cp\u003e\u003ci\u003eWin\/Loss Reviews\u003c\/i\u003e is built around practical foundations and real-world examples, with insight into how technology and social media are enabling intelligence to proliferate and be accessed where and when it is needed. Its hard-won wisdom lets you in on field-tested, practical information you can use now to make every sales call—even the not-so-great ones—a true \u003ci\u003ewin\u003c\/i\u003e.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990493774053,"sku":"NP9781118007419","price":39.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118007419.jpg?v=1761788049","url":"https:\/\/k12savings.com\/products\/win-loss-reviews-isbn-9781118007419","provider":"K12savings","version":"1.0","type":"link"}