Win More Sales Opportunities: How to Conduct a Win/Loss Opportunity Analysis

Given the rising pre-sales investment to pursue and win opportunities today, it’s increasingly important that organizations know why they are winning and losing sales opportunities. However, most firms, by their own admission, are weak in performing this analysis. A CSO Insights study found that only 18% of companies rate themselves as very good or world class in conducting win-loss (W/L) reviews, whereas 41% rate themselves … [ Read more ]

Do Your Metrics Measure Up?

Each metric you measure should be vetted in light of its reliability, validity, sensitivity, responsiveness, cost/benefit, comprehension, and balance.

Yeah, we know. Putting each of your metrics through the paces may not seem exciting. But it is those measures that are the basis for any business case you construct or objective you set.

What Becomes a Manager Most?

The number one reason people leave a job is because of their dissatisfying relationship with their direct supervisor/manager. What do you need to do be exceptional?