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Market Insight Through            Win/Loss AnalysisGrow your products sales and kick start your organizationwith a deeper ...
Next Event     When Good Products Go Bad Managing product liability and stakeholderswhen things go wrong. The good, the ba...
The goal of the Product Management Group is to promote and enhance theprofession of Product Management in BC’s technology ...
At Your Company Win / Loss Analysis is the  Responsibility of?  - sales  - marketing  - product management  - 3rd party  -...
At Your Company What is the Primary Method of Selling?  - Field Sales  - Telesales  - Website  - VARs  - Distributors
Does Your Company Conduct Win / Loss For: - all opportunities - opportunities related to certain products or markets - opp...
Other Than Price and Features Why Does Your  Company Lose Deals?Other Than Strong Relationships and Great Sales  Efforts W...
How should I conduct Win / Loss? Where?How long after the should I wait before   conducting a win / loss review?Should sal...
Product Management Lead Win / Loss Analysis:   You will learn…1.    How to win more deals.2.    How your price compares to...
Win / Loss Resourceswww.pragmaticmarketing.com Search: Win Loss View: Web Seminar Download: Review Checklist
Questions, Comments     BCTIA - Product Management Group – April 2012 - FacilitatorDerek Pettingale – Product Marketing Ma...
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PMG April 2012 Market Insight Through Win / Loss Analysis

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Grow your product's sales and kick start your organization with a deeper understanding of why customers are buying or not buying your products, as well as identifying gaps in a number of areas such as sales training, sales tools, product positioning, pricing and promotion.

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Transcript of "PMG April 2012 Market Insight Through Win / Loss Analysis"

  1. 1. Market Insight Through Win/Loss AnalysisGrow your products sales and kick start your organizationwith a deeper understanding of why customers are buyingor not buying your products, as well as identifying gaps in a number of areas such as sales training, sales tools, product positioning, pricing and promotion. BCTIA - Product Management Group – April 2012 - Facilitator Derek Pettingale – Product Marketing Manager, Schneider Electric - Solar
  2. 2. Next Event When Good Products Go Bad Managing product liability and stakeholderswhen things go wrong. The good, the bad and the ugly news for Product Managers. BCTIA - Product Management Group – May 8, 2012 - Facilitator Derek Pettingale – Product Marketing Manager, Schneider Electric - Solar
  3. 3. The goal of the Product Management Group is to promote and enhance theprofession of Product Management in BC’s technology industry. The BCTIAwith Members of the Product Management Group work collaboratively to:• Promote Product Management as a recognized discipline• Encourage the sharing of best practices in a non-competitive environment• Provide networking and peer building opportunities for product managersProduct Management Group events are open to product managers, productmarketing managers or those responsible for product management in theirorganization. Attendees must work for a BC based technology company in anytechnology sector, whose core business is the development and/ordistribution of technology-based products or services.
  4. 4. At Your Company Win / Loss Analysis is the Responsibility of? - sales - marketing - product management - 3rd party - no one
  5. 5. At Your Company What is the Primary Method of Selling? - Field Sales - Telesales - Website - VARs - Distributors
  6. 6. Does Your Company Conduct Win / Loss For: - all opportunities - opportunities related to certain products or markets - opportunities over a certain threshold - RFPs
  7. 7. Other Than Price and Features Why Does Your Company Lose Deals?Other Than Strong Relationships and Great Sales Efforts Why Does Your Company Win Deals?
  8. 8. How should I conduct Win / Loss? Where?How long after the should I wait before conducting a win / loss review?Should sales be involved?Who should I share the results with?If we sell through partners how do I connect with those customers?
  9. 9. Product Management Lead Win / Loss Analysis: You will learn…1. How to win more deals.2. How your price compares to…3. Which sales tools are most effective.4. How important different aspects of your offering are.5. If you are actually selling to the right buyers.6. How you can remove obstacles during the sales process.7. Which missing features are really causing lost sales.8. What you’re doing right.9. Which messages resonate with your customers and buyers.10. What buyers need from you to help them buy.
  10. 10. Win / Loss Resourceswww.pragmaticmarketing.com Search: Win Loss View: Web Seminar Download: Review Checklist
  11. 11. Questions, Comments BCTIA - Product Management Group – April 2012 - FacilitatorDerek Pettingale – Product Marketing Manager, Schneider Electric - Solar
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