John Petronio and Richard Case share best practices of competitive marketing and win/loss through a series of webinars. Visit our youtube channel to watch the presentations. Or downloaded the slides from the Petronio Marketing Group’s profile page on slideshare.net.
Why Win/Loss Can Be Your Secret Weapon
- The difference between sales debriefs and customer win/loss interviews
- What you can learn from a debrief, and what you can learn from a win/loss interview
- What do you need in order to perform an analysis with recommendations
- Case study – A comparison of 64 sales debriefs and their corresponding win/loss interviews
How to Start a Win/Loss Program
(Available, contact us for more information)
- Getting Buy-In from the Top
- Developing A Questionnaire
- Sales Participation
- Which Deals Should Be Interviewed?
- Tips on performing an Interview
- Delivering Your Results
Performing and Delivering An Win/Loss Analysis
(Available contact us for more information)
- Getting Participation
- Statistical Analysis
- Wizard Charts
- Battle Plans
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