Wednesday, August 14, 2024
Collin Stewart
from Predictable Revenue interviews Zach Golden, Director of Client Management at Anova Consulting Group, to explore the value of win / loss analysis in sales. Despite its significant potential to boost revenue—up to 50% according to Gartner—win-loss analysis is underutilized by most companies. Zach explains how this analysis provides critical insights into why deals are won or lost, helping companies refine their sales strategies and better understand customer needs.
Effective win-loss analysis involves careful timing, unbiased feedback collection, and continuous iteration. While technology can assist with data processing, the human element remains crucial for gaining deeper insights through empathy and shared experiences. Ultimately, win / loss analysis is a strategic tool that can drive business growth, enhance customer-centricity, and provide a competitive edge. By embracing win / loss, companies can unlock valuable insights that drive growth and outsmart the competition.
The podcast is available on the Predictable Revenue website as well as on Youtube.
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