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12 March 2008

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To help you to understand more about win loss analysis and why it is such an important topic I have found a few links.

Win/Loss Analysis Checklist for Product Managers

http://www.pragmaticmarketing.com/publications/magazine/2/2/0403sd

How Win/Loss Analysis Can Improve Your Sales Performance

http://www.webpronews.com/topnews/2004/12/09/how-winloss-analysis-can-improve-your-sales-performance

Win/loss analysis the cooperative angle

http://www.thecisource.com/pdfs/WinLossCoopAngleJan08.pdf

More information on win-loss analysis

Win Loss Analysis Increase your win ratio by better understanding your prospects, customers, and competitors.

http://www.primary-intel.com/solutions/winloss.php

Your Strategic Friend, Mrs. Win/Loss Analysis

http://www.strategicproductmanager.com/2009/01/13/your-strategic-friend-mrs-winloss-analysis/

How NOT to do Win/Loss Analysis part 1: CRM Reporting

How consultants look at win-loss analysis at a much deeper level than the average product manager.

http://onproductmanagement.net/2009/01/23/how-not-to-do-winloss-analysis-part-1-crm-reporting/

Who Should Do Win-Loss Analysis?

as the title suggests this looks at who should do the win-loss analysis. The writer sees it as a good task for a consultant because a) objectivity and b) the consultant is not trying to re-open the selling process.

It is an interesting idea that certainly has merit. A missed customer is not going to point to a bad salesman if it is the salesman who is trying to do the win-loss analysis.

http://sureproductconsulting.com/winloss-analysis/

ROI on Win/Loss Analysis WILL Get Executive Attention!

Win/loss is a great idea in theory and this article looks at whether it is another example of busywork or whether it will really make you more money.

http://www.salescycleanalytics.com/blog/2009/02/11/roi-on-winloss-analysis-will-get-executive-attention/

Win Loss Analysis is more than Competitive Intelligence

http://cooperativeintelligenceblog.com/2009/02/04/win-loss-analysis-is-more-than-competitive-intelligence/

When I first posted the How NOT to do Win/Loss Analysis part 1 link above, I hadn't noticed that the was an entire section about win/loss analysis.

http://onproductmanagement.net/category/business-topics/winloss-analysis/

This includes

How to get a lost account to speak with you

http://onproductmanagement.net/2009/03/05/how-to-get-a-lost-account-to-speak-with-you/

Competitive intelligence using lost deals

http://onproductmanagement.net/2009/02/13/competitive-intelligence-using-lost-deals/

Contacting lost accounts

http://onproductmanagement.net/2009/02/11/contacting-lost-accounts/

Win/Loss Analysis: What to do if you’re not allowed to call customers

http://onproductmanagement.net/2009/01/29/winloss-analysis-what-to-do-if-you%e2%80%99re-not-allowed-to-call-customers/

What’s the deal with Win/Loss Analysis?

http://onproductmanagement.net/2009/01/20/what%e2%80%99s-the-deal-with-winloss-analysis/

No Win/Loss? Blame…

http://onproductmanagement.net/2009/01/13/no-winloss-blame/

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