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© 2015 Petronio Marketing Group Inc. Confidential
1
Why a Win Loss Program
can be your
“Secret Weapon”
Why more than ‘inte...
© 2015 Petronio Marketing Group Inc. Confidential
2
Our Team
© 2015 Petronio Marketing Group Inc. Confidential
3
Internal Sales Debriefs Are…
Structured Interviews with Sales Team
Oft...
© 2015 Petronio Marketing Group Inc. Confidential
4
Why you don’t get the “real” story…
Issue Reason
Indirect
Judgement
 ...
© 2015 Petronio Marketing Group Inc. Confidential
5
 Large client, 300 Blind Win/Loss
Interviews
 Client Requested Compa...
© 2015 Petronio Marketing Group Inc. Confidential
6
Not Convinced?
• Compare 5 Win/Loss Interviews (wins and losses) with
...
© 2015 Petronio Marketing Group Inc. Confidential
7
Resources at Petronio.com
• Competitive Intelligence Daily
• Best Prac...
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A Win Loss Program can be Your Secret Weapon

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Why you need more than Internal Sales Debriefs to increase your competitiveness. A Win/Loss Program provides you with the data you need to increase your win rates. See the webinar on youtube at https://youtu.be/vz61UqpVJY8 or visit us at petronio.com

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A Win Loss Program can be Your Secret Weapon

  1. 1. © 2015 Petronio Marketing Group Inc. Confidential 1 Why a Win Loss Program can be your “Secret Weapon” Why more than ‘internal sales debriefs’ are needed to increase your competitiveness
  2. 2. © 2015 Petronio Marketing Group Inc. Confidential 2 Our Team
  3. 3. © 2015 Petronio Marketing Group Inc. Confidential 3 Internal Sales Debriefs Are… Structured Interviews with Sales Team Often performed by Sales Management  Reasons for the win or loss?  What can be learned?  What might we have done differently?  What is the account strategy?
  4. 4. © 2015 Petronio Marketing Group Inc. Confidential 4 Why you don’t get the “real” story… Issue Reason Indirect Judgement  “Telephone game”  Perception vs. Fact  Performance Review  Bias, Objectivity Unrevealing Customer  Agenda  Truth? Data  Incomplete  Inaccuracies  Not normalized
  5. 5. © 2015 Petronio Marketing Group Inc. Confidential 5  Large client, 300 Blind Win/Loss Interviews  Client Requested Comparison  Winning Sales Reps  Losing Reps  Analysis
  6. 6. © 2015 Petronio Marketing Group Inc. Confidential 6 Not Convinced? • Compare 5 Win/Loss Interviews (wins and losses) with Internal Sales Debriefs – Same deals! • Use a professional Win/Loss consultant – Remove bias – Blind • Evaluate interviews and the analysis
  7. 7. © 2015 Petronio Marketing Group Inc. Confidential 7 Resources at Petronio.com • Competitive Intelligence Daily • Best Practice Blogs • Samples and Templates Contact Us Today Felicia Jackson felicia@petronio.com

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