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Win/loss reviews : a new knowledge model for competitive intelligence

Author: Rick Marcet
Publisher: Hoboken, N.J. : Wiley, ©2011.
Series: Microsoft executive leadership series.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
"Win/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  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Marcet, Rick.
Win/loss reviews.
Hoboken, N.J. : Wiley, ©2011
(DLC) 2011012028
(OCoLC)709407980
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Rick Marcet
ISBN: 9781119202387 1119202388 9781118102596 1118102592 9781118102602 1118102606 9781118102589 1118102584 1283176920 9781283176927
OCLC Number: 747412514
Description: 1 online resource (xxii, 202 pages) : illustrations.
Contents: Win/Loss Reviews: A New Knowledge Model for Competitive Intelligence; Contents; Preface; Acknowledgments; Chapter 1: Introduction; Trusting Today's Seller; Listen to the Customer, Too; Driving Scale and Accuracy; A New Approach; Summary; Notes; Chapter 2: Win/Loss Reviews and Business Intelligence; A New Knowledge Model; BI Governance; Providers of Self-Service BI; Pocket BI: Intelligence to Go; From BI to Competitive Intelligence; Summary; Notes; Chapter 3: Why Do We Win or Lose?; Factors Contributing to Wins and Losses; Is a Win Always a Win?; Narratives Provide Additional Context. Factor WeightingDo We Learn More from Wins or Losses?; Disengaged Opportunities: What's the Real Story?; Delayed Deals Benefit from Win/Loss Reviews; Summary; Note; Chapter 4: Capturing the Data; Unlocking Tacit Knowledge; Opportunity Details; Outcome Factors; The Narrative; Accommodating Multiple Languages; Summary; Note; Chapter 5: Surfacing the Insights; Tactical Insights; Strategic Insights; Summarizing the Information; Accountability for Surfacing Insights; Trends and Statistical Evidence; Summary; Note; Chapter 6: Beyond Competitive Insights; Award Programs; Recognition. Marketing Case StudiesSummary; Chapter 7: Measuring Process and Outcome Performance; Scale Drives Quantity; Quality Drives Value; Value, Expectations, and Policy; Setting Expectations; Policy Considerations; Measuring Outcome Performance; Summary; Chapter 8: Stakeholder and Cultural Considerations; Account Manager; Sales Manager; Product Manager; Marketing Manager; Corporate Leadership; An Emerging Career Skill and Role Requirement; Corporate and Leadership Culture; Culture and Social Networks; Social Media Paradigms; Summary; Notes; Chapter 9: Implementing a Win/Loss Review Program. Establishing Business Goals and ObjectivesPlanning Phase; Elicitation, Documentation, and Review Phase; Gathering Insights from Current Tools, Processes, and Documents; In-Person/Group Input; Concerns and Issues; Consolidation and Publication of Results; Managing Phase; Design, Develop, Implement, and Support; Training and Guidance; Summary; Note; Conclusion: A Look Forward; Appendix A: Process Improvement: A Case Study; Background; Problem Statement; Hypothesis; Approach; Define Phase; Voice of the Customer; Stakeholder Analysis; Measure Phase; Analyze Phase; Improve Phase; Control Phase. ResultsNote; Appendix B: From the Blogosphere; On Whether Sales Teams or Customer Interviews Provide Most Insights; Effect of Social Networking on Win/Loss Reviews; What Win/Loss Reviews May Reveal Beyond Pricing Issues; Win/Loss Review Process Improvement; Appendix C: Software and Services for Win/Loss Review; Software Solution; Partner Profiles; Glossary; About the Author; Index.
Series Title: Microsoft executive leadership series.
Responsibility: Rick Marcet.

Abstract:

An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them. Every sales opportunity, whether won or lost, has useful nuggets of  Read more...

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An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them . (Ad-Hoc-News, November, 2011)

 
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