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Going Beyond Win / Loss Data

Anova Win Loss StaffIn a recent blog for The Pragmatic Institute, Anova Senior Research Analyst Will Young authored a blog providing information for organizations about interpreting win / loss data. Below is an excerpt:

All win/loss programs collect data.

That data can come in many different forms: internal CRM codes, feedback from internal interviews, results from web surveys, or, when done correctly, in-depth interviews with independent third-party consultants.

The latter, interviews conducted by third-party consultants, are an effective approach for collecting win/loss data, because the data is gathered by experienced interviewers and includes both qualitative and quantitative feedback about a company’s sales effectiveness, product/service offering, pricing, and overall competitiveness in the marketplace.

To accomplish this task, there first needs to be an in-depth analysis. Strategies like analyzing the information, segmenting the findings or results and benchmarking against relevant competitors and industry peers all help identify important themes and accentuate valuable findings.

While completing the analysis is an important exercise, the overarching story that results from that analysis is what will ultimately drive change and help companies win more business.

To read the full blog, click here