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win loss analysis discussion

Win Loss Analysis and Customer Satisfaction Research White Papers

Anova Consulting Group is a thought leader in the world of win loss analysis and customer satisfaction research. For more information and perspective on our view, please see the white papers and downloadable chapter from Richard Schroder’s book below.

  • Why Companies Should Implement a Win Loss Analysis Program
    The purpose of a formal win/loss analysis program is to gather competitive intelligence and aggregate feedback on a company’s products/services and sales process, which can be used to improve a sales team’s performance in the future. Therefore, this whitepaper is intended for anyone who is involved in managing a sales team, who is responsible for running a business that oversees a sales force, or who is part of a senior management team that is involved with and impacted by a sales organization. Product, marketing, and research managers will also find this whitepaper to be of value.
    Download White Paper (PDF) »
  • How to Implement a Win Loss Analysis Program
    This whitepaper explores how to implement a successful win/loss program guaranteed to increase a sales team’s new business win rate. It offers a practical, highly targeted, and easy to implement solution that can pay huge dividends over time for any company.
    Download White Paper (PDF) »
  • Five Common Sales Issues That Impact Salespeople’s Ability to Win Deals
    This whitepaper explores the five most common sales issues that can impact a salesperson’s ability to win deals. Based on feedback from thousands of postdecision win/loss interviews, a few themes consistently surface regarding why salespeople lose in new business situations. This paper uses the aggregate results of these interviews to analyze the most prevalent reasons salespeople lose.
    Download White Paper (PDF) »
  • From a Good Sales Call to a Great Sales Call”
    In 2011, McGraw-Hill Publishing introduced “From a Good Sales Call to a Great Sales Call” by Anova Consulting Group’s founder and president, Richard M. Schroder. Download a sample chapter from “From a Good Sales Call to a Great Sales Call”.
    Download Chapter (PDF) » or order the book through Amazon.