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 ]