Win/Loss analysis is custom research. It's a great source of customer intelligence, product development and competitive intelligence...not just your sales process and performance. 60% of the decision making for a sale is made before buyers contact your sales reps, on average. Win/loss can help you learn how to improve you brand ID and how buyers are finding you. While you can monitor your website's activity, you don't know what influences buyers unless you ask.
Consider the 10 things this presentation focuses on to pick the right consultant when you outsource Win/Loss.
- Industry Experience
- Connection to Sales
- Professionalism
- Project Management
- Team Player
- Written/Oral Skills
- Project Delivery
- Deliverables
- Fees
- Sharing Win/Loss Experience
Contact us for Win/Loss:
https://ellennaylor.com/contact-ellen-naylor/
Check out our Book, "Win/Loss Analysis: How to Capture and Keep the Business You Want"
https://amzn.to/297Mrxl
Here is what you’ll learn when you read "Win Loss Analysis" a book by author, Ellen Naylor.
- The 12 Step Win Loss process in detail
- 7 issues you must consider for Win Loss
- 8 tips to improve your Win Loss interviews
- Ethical elicitation techniques
- Hiring a win loss consultant
- What people are saying about the book
- How to buy it
Check it out on Amazon: http://bit.ly/winlossbook
Note: The book won a Bronze Independent Book Publishers (IPPY) award. http://bit.ly/WinLossBronzeIPPY
People can be self-centered and expect others to help them, just because. Those who practice cooperative intelligence don't focus on self-interest, but seek the common good. They find ways to help others and they, in turn can be your resource.
Learn about the 3 building blocks of cooperative intelligence: cooperative leadership, cooperative connection and cooperative communication. Learn why cooperative intelligence is good business.
Read more about cooperative intelligence: https://ellennaylor.com/cooperative-intelligence/
Learn why and how to do Win Loss Analysis. This is a good structure to help you develop your Win Loss program.
If you want to learn about Win Loss Analysis in more detail, check out the book, Win/Loss Analysis https://www.amazon.com/gp/product/099727221X/
This is an introduction to competitive intelligence, which includes definition, 5 flavors of competitive intelligence, some analytic tools like SWOT, STEEP, BCG, The Radar Screen, and Win Loss Analysis. Also includes some competitive intelligence books for those beginning in the field.
Subscribe to our newsletter and get our list of over 200 competitive intelligence and marketing books with links to Amazon: http://bit.ly/NHOCqM
Including our latest book, "Win/Loss Analysis: How to Capture and Keep the Business You Want." http://amzn.to/297Mrxl
Learn how to improve your primary collection skills especially interviewing and elicitation techniques. Presented by Ellen Naylor of Business Intelligence Source, Sep 2012 @DC SCIP meeting. @EllenNaylor www.linkedin.com/in/ellennaylorcolorado
Updated in July 2016, includes Ellen's book, "Win/Loss Analysis: How to Capture and Keep the Business You Want." http://amzn.to/297Mrxl
Learn how to capture great information and intelligence by collaborating with your sales force. This is a must read for anyone in sales force management, competitive intelligence, marketing and product management.
2024 State of Marketing Report – by HubspotMarius Sescu
https://www.hubspot.com/state-of-marketing
· Scaling relationships and proving ROI
· Social media is the place for search, sales, and service
· Authentic influencer partnerships fuel brand growth
· The strongest connections happen via call, click, chat, and camera.
· Time saved with AI leads to more creative work
· Seeking: A single source of truth
· TLDR; Get on social, try AI, and align your systems.
· More human marketing, powered by robots
ChatGPT is a revolutionary addition to the world since its introduction in 2022. A big shift in the sector of information gathering and processing happened because of this chatbot. What is the story of ChatGPT? How is the bot responding to prompts and generating contents? Swipe through these slides prepared by Expeed Software, a web development company regarding the development and technical intricacies of ChatGPT!
Here is what you’ll learn when you read "Win Loss Analysis" a book by author, Ellen Naylor.
- The 12 Step Win Loss process in detail
- 7 issues you must consider for Win Loss
- 8 tips to improve your Win Loss interviews
- Ethical elicitation techniques
- Hiring a win loss consultant
- What people are saying about the book
- How to buy it
Check it out on Amazon: http://bit.ly/winlossbook
Note: The book won a Bronze Independent Book Publishers (IPPY) award. http://bit.ly/WinLossBronzeIPPY
People can be self-centered and expect others to help them, just because. Those who practice cooperative intelligence don't focus on self-interest, but seek the common good. They find ways to help others and they, in turn can be your resource.
Learn about the 3 building blocks of cooperative intelligence: cooperative leadership, cooperative connection and cooperative communication. Learn why cooperative intelligence is good business.
Read more about cooperative intelligence: https://ellennaylor.com/cooperative-intelligence/
Learn why and how to do Win Loss Analysis. This is a good structure to help you develop your Win Loss program.
If you want to learn about Win Loss Analysis in more detail, check out the book, Win/Loss Analysis https://www.amazon.com/gp/product/099727221X/
This is an introduction to competitive intelligence, which includes definition, 5 flavors of competitive intelligence, some analytic tools like SWOT, STEEP, BCG, The Radar Screen, and Win Loss Analysis. Also includes some competitive intelligence books for those beginning in the field.
Subscribe to our newsletter and get our list of over 200 competitive intelligence and marketing books with links to Amazon: http://bit.ly/NHOCqM
Including our latest book, "Win/Loss Analysis: How to Capture and Keep the Business You Want." http://amzn.to/297Mrxl
Learn how to improve your primary collection skills especially interviewing and elicitation techniques. Presented by Ellen Naylor of Business Intelligence Source, Sep 2012 @DC SCIP meeting. @EllenNaylor www.linkedin.com/in/ellennaylorcolorado
Updated in July 2016, includes Ellen's book, "Win/Loss Analysis: How to Capture and Keep the Business You Want." http://amzn.to/297Mrxl
Learn how to capture great information and intelligence by collaborating with your sales force. This is a must read for anyone in sales force management, competitive intelligence, marketing and product management.
2024 State of Marketing Report – by HubspotMarius Sescu
https://www.hubspot.com/state-of-marketing
· Scaling relationships and proving ROI
· Social media is the place for search, sales, and service
· Authentic influencer partnerships fuel brand growth
· The strongest connections happen via call, click, chat, and camera.
· Time saved with AI leads to more creative work
· Seeking: A single source of truth
· TLDR; Get on social, try AI, and align your systems.
· More human marketing, powered by robots
ChatGPT is a revolutionary addition to the world since its introduction in 2022. A big shift in the sector of information gathering and processing happened because of this chatbot. What is the story of ChatGPT? How is the bot responding to prompts and generating contents? Swipe through these slides prepared by Expeed Software, a web development company regarding the development and technical intricacies of ChatGPT!
Product Design Trends in 2024 | Teenage EngineeringsPixeldarts
The realm of product design is a constantly changing environment where technology and style intersect. Every year introduces fresh challenges and exciting trends that mold the future of this captivating art form. In this piece, we delve into the significant trends set to influence the look and functionality of product design in the year 2024.
How Race, Age and Gender Shape Attitudes Towards Mental HealthThinkNow
Mental health has been in the news quite a bit lately. Dozens of U.S. states are currently suing Meta for contributing to the youth mental health crisis by inserting addictive features into their products, while the U.S. Surgeon General is touring the nation to bring awareness to the growing epidemic of loneliness and isolation. The country has endured periods of low national morale, such as in the 1970s when high inflation and the energy crisis worsened public sentiment following the Vietnam War. The current mood, however, feels different. Gallup recently reported that national mental health is at an all-time low, with few bright spots to lift spirits.
To better understand how Americans are feeling and their attitudes towards mental health in general, ThinkNow conducted a nationally representative quantitative survey of 1,500 respondents and found some interesting differences among ethnic, age and gender groups.
Technology
For example, 52% agree that technology and social media have a negative impact on mental health, but when broken out by race, 61% of Whites felt technology had a negative effect, and only 48% of Hispanics thought it did.
While technology has helped us keep in touch with friends and family in faraway places, it appears to have degraded our ability to connect in person. Staying connected online is a double-edged sword since the same news feed that brings us pictures of the grandkids and fluffy kittens also feeds us news about the wars in Israel and Ukraine, the dysfunction in Washington, the latest mass shooting and the climate crisis.
Hispanics may have a built-in defense against the isolation technology breeds, owing to their large, multigenerational households, strong social support systems, and tendency to use social media to stay connected with relatives abroad.
Age and Gender
When asked how individuals rate their mental health, men rate it higher than women by 11 percentage points, and Baby Boomers rank it highest at 83%, saying it’s good or excellent vs. 57% of Gen Z saying the same.
Gen Z spends the most amount of time on social media, so the notion that social media negatively affects mental health appears to be correlated. Unfortunately, Gen Z is also the generation that’s least comfortable discussing mental health concerns with healthcare professionals. Only 40% of them state they’re comfortable discussing their issues with a professional compared to 60% of Millennials and 65% of Boomers.
Race Affects Attitudes
As seen in previous research conducted by ThinkNow, Asian Americans lag other groups when it comes to awareness of mental health issues. Twenty-four percent of Asian Americans believe that having a mental health issue is a sign of weakness compared to the 16% average for all groups. Asians are also considerably less likely to be aware of mental health services in their communities (42% vs. 55%) and most likely to seek out information on social media (51% vs. 35%).
AI Trends in Creative Operations 2024 by Artwork Flow.pdfmarketingartwork
This article is all about what AI trends will emerge in the field of creative operations in 2024. All the marketers and brand builders should be aware of these trends for their further use and save themselves some time!
A report by thenetworkone and Kurio.
The contributing experts and agencies are (in an alphabetical order): Sylwia Rytel, Social Media Supervisor, 180heartbeats + JUNG v MATT (PL), Sharlene Jenner, Vice President - Director of Engagement Strategy, Abelson Taylor (USA), Alex Casanovas, Digital Director, Atrevia (ES), Dora Beilin, Senior Social Strategist, Barrett Hoffher (USA), Min Seo, Campaign Director, Brand New Agency (KR), Deshé M. Gully, Associate Strategist, Day One Agency (USA), Francesca Trevisan, Strategist, Different (IT), Trevor Crossman, CX and Digital Transformation Director; Olivia Hussey, Strategic Planner; Simi Srinarula, Social Media Manager, The Hallway (AUS), James Hebbert, Managing Director, Hylink (CN / UK), Mundy Álvarez, Planning Director; Pedro Rojas, Social Media Manager; Pancho González, CCO, Inbrax (CH), Oana Oprea, Head of Digital Planning, Jam Session Agency (RO), Amy Bottrill, Social Account Director, Launch (UK), Gaby Arriaga, Founder, Leonardo1452 (MX), Shantesh S Row, Creative Director, Liwa (UAE), Rajesh Mehta, Chief Strategy Officer; Dhruv Gaur, Digital Planning Lead; Leonie Mergulhao, Account Supervisor - Social Media & PR, Medulla (IN), Aurelija Plioplytė, Head of Digital & Social, Not Perfect (LI), Daiana Khaidargaliyeva, Account Manager, Osaka Labs (UK / USA), Stefanie Söhnchen, Vice President Digital, PIABO Communications (DE), Elisabeth Winiartati, Managing Consultant, Head of Global Integrated Communications; Lydia Aprina, Account Manager, Integrated Marketing and Communications; Nita Prabowo, Account Manager, Integrated Marketing and Communications; Okhi, Web Developer, PNTR Group (ID), Kei Obusan, Insights Director; Daffi Ranandi, Insights Manager, Radarr (SG), Gautam Reghunath, Co-founder & CEO, Talented (IN), Donagh Humphreys, Head of Social and Digital Innovation, THINKHOUSE (IRE), Sarah Yim, Strategy Director, Zulu Alpha Kilo (CA).
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
The search marketing landscape is evolving rapidly with new technologies, and professionals, like you, rely on innovative paid search strategies to meet changing demands.
It’s important that you’re ready to implement new strategies in 2024.
Check this out and learn the top trends in paid search advertising that are expected to gain traction, so you can drive higher ROI more efficiently in 2024.
You’ll learn:
- The latest trends in AI and automation, and what this means for an evolving paid search ecosystem.
- New developments in privacy and data regulation.
- Emerging ad formats that are expected to make an impact next year.
Watch Sreekant Lanka from iQuanti and Irina Klein from OneMain Financial as they dive into the future of paid search and explore the trends, strategies, and technologies that will shape the search marketing landscape.
If you’re looking to assess your paid search strategy and design an industry-aligned plan for 2024, then this webinar is for you.
5 Public speaking tips from TED - Visualized summarySpeakerHub
From their humble beginnings in 1984, TED has grown into the world’s most powerful amplifier for speakers and thought-leaders to share their ideas. They have over 2,400 filmed talks (not including the 30,000+ TEDx videos) freely available online, and have hosted over 17,500 events around the world.
With over one billion views in a year, it’s no wonder that so many speakers are looking to TED for ideas on how to share their message more effectively.
The article “5 Public-Speaking Tips TED Gives Its Speakers”, by Carmine Gallo for Forbes, gives speakers five practical ways to connect with their audience, and effectively share their ideas on stage.
Whether you are gearing up to get on a TED stage yourself, or just want to master the skills that so many of their speakers possess, these tips and quotes from Chris Anderson, the TED Talks Curator, will encourage you to make the most impactful impression on your audience.
See the full article and more summaries like this on SpeakerHub here: https://speakerhub.com/blog/5-presentation-tips-ted-gives-its-speakers
See the original article on Forbes here:
http://www.forbes.com/forbes/welcome/?toURL=http://www.forbes.com/sites/carminegallo/2016/05/06/5-public-speaking-tips-ted-gives-its-speakers/&refURL=&referrer=#5c07a8221d9b
ChatGPT and the Future of Work - Clark Boyd Clark Boyd
Everyone is in agreement that ChatGPT (and other generative AI tools) will shape the future of work. Yet there is little consensus on exactly how, when, and to what extent this technology will change our world.
Businesses that extract maximum value from ChatGPT will use it as a collaborative tool for everything from brainstorming to technical maintenance.
For individuals, now is the time to pinpoint the skills the future professional will need to thrive in the AI age.
Check out this presentation to understand what ChatGPT is, how it will shape the future of work, and how you can prepare to take advantage.
A brief introduction to DataScience with explaining of the concepts, algorithms, machine learning, supervised and unsupervised learning, clustering, statistics, data preprocessing, real-world applications etc.
It's part of a Data Science Corner Campaign where I will be discussing the fundamentals of DataScience, AIML, Statistics etc.
Time Management & Productivity - Best PracticesVit Horky
Here's my presentation on by proven best practices how to manage your work time effectively and how to improve your productivity. It includes practical tips and how to use tools such as Slack, Google Apps, Hubspot, Google Calendar, Gmail and others.
The six step guide to practical project managementMindGenius
The six step guide to practical project management
If you think managing projects is too difficult, think again.
We’ve stripped back project management processes to the
basics – to make it quicker and easier, without sacrificing
the vital ingredients for success.
“If you’re looking for some real-world guidance, then The Six Step Guide to Practical Project Management will help.”
Dr Andrew Makar, Tactical Project Management
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Applitools
During this webinar, Anand Bagmar demonstrates how AI tools such as ChatGPT can be applied to various stages of the software development life cycle (SDLC) using an eCommerce application case study. Find the on-demand recording and more info at https://applitools.info/b59
Key takeaways:
• Learn how to use ChatGPT to add AI power to your testing and test automation
• Understand the limitations of the technology and where human expertise is crucial
• Gain insight into different AI-based tools
• Adopt AI-based tools to stay relevant and optimize work for developers and testers
* ChatGPT and OpenAI belong to OpenAI, L.L.C.
Product Design Trends in 2024 | Teenage EngineeringsPixeldarts
The realm of product design is a constantly changing environment where technology and style intersect. Every year introduces fresh challenges and exciting trends that mold the future of this captivating art form. In this piece, we delve into the significant trends set to influence the look and functionality of product design in the year 2024.
How Race, Age and Gender Shape Attitudes Towards Mental HealthThinkNow
Mental health has been in the news quite a bit lately. Dozens of U.S. states are currently suing Meta for contributing to the youth mental health crisis by inserting addictive features into their products, while the U.S. Surgeon General is touring the nation to bring awareness to the growing epidemic of loneliness and isolation. The country has endured periods of low national morale, such as in the 1970s when high inflation and the energy crisis worsened public sentiment following the Vietnam War. The current mood, however, feels different. Gallup recently reported that national mental health is at an all-time low, with few bright spots to lift spirits.
To better understand how Americans are feeling and their attitudes towards mental health in general, ThinkNow conducted a nationally representative quantitative survey of 1,500 respondents and found some interesting differences among ethnic, age and gender groups.
Technology
For example, 52% agree that technology and social media have a negative impact on mental health, but when broken out by race, 61% of Whites felt technology had a negative effect, and only 48% of Hispanics thought it did.
While technology has helped us keep in touch with friends and family in faraway places, it appears to have degraded our ability to connect in person. Staying connected online is a double-edged sword since the same news feed that brings us pictures of the grandkids and fluffy kittens also feeds us news about the wars in Israel and Ukraine, the dysfunction in Washington, the latest mass shooting and the climate crisis.
Hispanics may have a built-in defense against the isolation technology breeds, owing to their large, multigenerational households, strong social support systems, and tendency to use social media to stay connected with relatives abroad.
Age and Gender
When asked how individuals rate their mental health, men rate it higher than women by 11 percentage points, and Baby Boomers rank it highest at 83%, saying it’s good or excellent vs. 57% of Gen Z saying the same.
Gen Z spends the most amount of time on social media, so the notion that social media negatively affects mental health appears to be correlated. Unfortunately, Gen Z is also the generation that’s least comfortable discussing mental health concerns with healthcare professionals. Only 40% of them state they’re comfortable discussing their issues with a professional compared to 60% of Millennials and 65% of Boomers.
Race Affects Attitudes
As seen in previous research conducted by ThinkNow, Asian Americans lag other groups when it comes to awareness of mental health issues. Twenty-four percent of Asian Americans believe that having a mental health issue is a sign of weakness compared to the 16% average for all groups. Asians are also considerably less likely to be aware of mental health services in their communities (42% vs. 55%) and most likely to seek out information on social media (51% vs. 35%).
AI Trends in Creative Operations 2024 by Artwork Flow.pdfmarketingartwork
This article is all about what AI trends will emerge in the field of creative operations in 2024. All the marketers and brand builders should be aware of these trends for their further use and save themselves some time!
A report by thenetworkone and Kurio.
The contributing experts and agencies are (in an alphabetical order): Sylwia Rytel, Social Media Supervisor, 180heartbeats + JUNG v MATT (PL), Sharlene Jenner, Vice President - Director of Engagement Strategy, Abelson Taylor (USA), Alex Casanovas, Digital Director, Atrevia (ES), Dora Beilin, Senior Social Strategist, Barrett Hoffher (USA), Min Seo, Campaign Director, Brand New Agency (KR), Deshé M. Gully, Associate Strategist, Day One Agency (USA), Francesca Trevisan, Strategist, Different (IT), Trevor Crossman, CX and Digital Transformation Director; Olivia Hussey, Strategic Planner; Simi Srinarula, Social Media Manager, The Hallway (AUS), James Hebbert, Managing Director, Hylink (CN / UK), Mundy Álvarez, Planning Director; Pedro Rojas, Social Media Manager; Pancho González, CCO, Inbrax (CH), Oana Oprea, Head of Digital Planning, Jam Session Agency (RO), Amy Bottrill, Social Account Director, Launch (UK), Gaby Arriaga, Founder, Leonardo1452 (MX), Shantesh S Row, Creative Director, Liwa (UAE), Rajesh Mehta, Chief Strategy Officer; Dhruv Gaur, Digital Planning Lead; Leonie Mergulhao, Account Supervisor - Social Media & PR, Medulla (IN), Aurelija Plioplytė, Head of Digital & Social, Not Perfect (LI), Daiana Khaidargaliyeva, Account Manager, Osaka Labs (UK / USA), Stefanie Söhnchen, Vice President Digital, PIABO Communications (DE), Elisabeth Winiartati, Managing Consultant, Head of Global Integrated Communications; Lydia Aprina, Account Manager, Integrated Marketing and Communications; Nita Prabowo, Account Manager, Integrated Marketing and Communications; Okhi, Web Developer, PNTR Group (ID), Kei Obusan, Insights Director; Daffi Ranandi, Insights Manager, Radarr (SG), Gautam Reghunath, Co-founder & CEO, Talented (IN), Donagh Humphreys, Head of Social and Digital Innovation, THINKHOUSE (IRE), Sarah Yim, Strategy Director, Zulu Alpha Kilo (CA).
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
The search marketing landscape is evolving rapidly with new technologies, and professionals, like you, rely on innovative paid search strategies to meet changing demands.
It’s important that you’re ready to implement new strategies in 2024.
Check this out and learn the top trends in paid search advertising that are expected to gain traction, so you can drive higher ROI more efficiently in 2024.
You’ll learn:
- The latest trends in AI and automation, and what this means for an evolving paid search ecosystem.
- New developments in privacy and data regulation.
- Emerging ad formats that are expected to make an impact next year.
Watch Sreekant Lanka from iQuanti and Irina Klein from OneMain Financial as they dive into the future of paid search and explore the trends, strategies, and technologies that will shape the search marketing landscape.
If you’re looking to assess your paid search strategy and design an industry-aligned plan for 2024, then this webinar is for you.
5 Public speaking tips from TED - Visualized summarySpeakerHub
From their humble beginnings in 1984, TED has grown into the world’s most powerful amplifier for speakers and thought-leaders to share their ideas. They have over 2,400 filmed talks (not including the 30,000+ TEDx videos) freely available online, and have hosted over 17,500 events around the world.
With over one billion views in a year, it’s no wonder that so many speakers are looking to TED for ideas on how to share their message more effectively.
The article “5 Public-Speaking Tips TED Gives Its Speakers”, by Carmine Gallo for Forbes, gives speakers five practical ways to connect with their audience, and effectively share their ideas on stage.
Whether you are gearing up to get on a TED stage yourself, or just want to master the skills that so many of their speakers possess, these tips and quotes from Chris Anderson, the TED Talks Curator, will encourage you to make the most impactful impression on your audience.
See the full article and more summaries like this on SpeakerHub here: https://speakerhub.com/blog/5-presentation-tips-ted-gives-its-speakers
See the original article on Forbes here:
http://www.forbes.com/forbes/welcome/?toURL=http://www.forbes.com/sites/carminegallo/2016/05/06/5-public-speaking-tips-ted-gives-its-speakers/&refURL=&referrer=#5c07a8221d9b
ChatGPT and the Future of Work - Clark Boyd Clark Boyd
Everyone is in agreement that ChatGPT (and other generative AI tools) will shape the future of work. Yet there is little consensus on exactly how, when, and to what extent this technology will change our world.
Businesses that extract maximum value from ChatGPT will use it as a collaborative tool for everything from brainstorming to technical maintenance.
For individuals, now is the time to pinpoint the skills the future professional will need to thrive in the AI age.
Check out this presentation to understand what ChatGPT is, how it will shape the future of work, and how you can prepare to take advantage.
A brief introduction to DataScience with explaining of the concepts, algorithms, machine learning, supervised and unsupervised learning, clustering, statistics, data preprocessing, real-world applications etc.
It's part of a Data Science Corner Campaign where I will be discussing the fundamentals of DataScience, AIML, Statistics etc.
Time Management & Productivity - Best PracticesVit Horky
Here's my presentation on by proven best practices how to manage your work time effectively and how to improve your productivity. It includes practical tips and how to use tools such as Slack, Google Apps, Hubspot, Google Calendar, Gmail and others.
The six step guide to practical project managementMindGenius
The six step guide to practical project management
If you think managing projects is too difficult, think again.
We’ve stripped back project management processes to the
basics – to make it quicker and easier, without sacrificing
the vital ingredients for success.
“If you’re looking for some real-world guidance, then The Six Step Guide to Practical Project Management will help.”
Dr Andrew Makar, Tactical Project Management
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Applitools
During this webinar, Anand Bagmar demonstrates how AI tools such as ChatGPT can be applied to various stages of the software development life cycle (SDLC) using an eCommerce application case study. Find the on-demand recording and more info at https://applitools.info/b59
Key takeaways:
• Learn how to use ChatGPT to add AI power to your testing and test automation
• Understand the limitations of the technology and where human expertise is crucial
• Gain insight into different AI-based tools
• Adopt AI-based tools to stay relevant and optimize work for developers and testers
* ChatGPT and OpenAI belong to OpenAI, L.L.C.
1. Outsourcing Win/Loss Analysis:
Finding the Right Consultant
A checklist for working with a Win/Loss Consultant
Ellen Naylor, MBA
Ellen Naylor
https://EllenNaylor.com
2. Pros and Cons of Outsourcing Win/Loss Analysis
Pro’s
• Get the full story
• Buyers more candid
• Uncover hidden customer
satisfaction issues
• Reveal your company’s blind
spots
• Professional Win/Loss
interviewer and analyzer
Con’s
• No one knows your business like
you
• May not probe as deeply as you
• Cost: a budget expense
• Consultant may not be a good fit
for your customers and
employees
• Consultant less accountable for
results
Ellen Naylor
https://EllenNaylor.com
3. Hybrid Model to Work with Win/loss Consultant
• Collaborate with Consultant to Create the Win/Loss template
• Reach out to Sales to collect relevant customer contact data
• Salespeople inform customers/non-customers about Win/Loss
• Consultant conducts Win/Loss interviews
• Consultant writes up Win/Loss interview summaries
• You do the Win/Loss Analysis
• You take action from Win/Loss results
Collaboration Company Consultant
Be creative: this is an example of how you might work with a consultant and split up the Win/Loss
work. The work can be split in different ways. Ellen Naylor
https://EllenNaylor.com
4. When Hiring a Win/Loss Consultant
1. Industry Experience
2. Connection to Sales
3. Professionalism
4. Project Management
5. Team Player
6. Written/Oral Skills
7. Project Delivery
8. Deliverables
9. Fees
10. Sharing Win/Loss Experience
Check out these traits to see if the consultant you’re hiring is competent in Win/Loss.
Ellen Naylor
https://EllenNaylor.com
5. 1. Industry Experience
• How much industry experience is required to conduct Win/Loss
interviews? The analysis?
• Can you educate the consultant enough about your industry?
• If they work in your industry, do they work for competitors?
- If so, is this a conflict of interest?
Unless you’re in a very technical or complex industry, most consultants can learn enough about your
industry to conduct Win/Loss interviews. You really want them to be business savvy.
Ellen Naylor
https://EllenNaylor.com
6. 2. Connection to Sales
• Have they ever worked as a full-time salesperson?
• How well do they communicate and connect with sales and sales
management?
• Can they “speak” sales?
Rapport with sales and sales management is often overlooked. Most are concerned about how well the
consultant will conduct the Win/Loss interviews with customers and non-customers. If you can’t get the
right information from sales about their customers and non-customers, you will have a tough time
connecting with the right customers to conduct Win/Loss interviews.
Ellen Naylor
https://EllenNaylor.com
7. 3. Professionalism
• How do you gauge their professionalism, especially for interviews?
• Does the consultant have customer testimonials?
• What other evidence of professionalism?
The consultant needs to be professional with your company’s employees as well as with your customers and
non-customers.
Ellen Naylor
https://EllenNaylor.com
8. 4. Project Management
• Develop the right questions at the project’s outset
• Collaborate with Sales to get customer/non-customer data
• Keep track of each contact in the interview process
• Conduct interviews and write up interview summaries
• Analyze interviews thoroughly
• Write up analysis accurately, clearly and persuasively
These are the key project management tasks in Win/Loss analysis. There are a lot of logistics to keep
straight.
Ellen Naylor
https://EllenNaylor.com
9. 5. Team Player
• How well will the consultant connect with your salespeople?
• How about with sales management?
• How well will the consultant collaborate with your company?
• Is the consultant trustworthy?
• Will the consultant develop rapport quickly with customers/non-
customers?
• Are they good at listening?
The ability to develop rapport and trust are key traits to look for in a Win/Loss interviewer.
Ellen Naylor
https://EllenNaylor.com
10. 6. Written and Oral Skills
• What is their experience in conducting Win/Loss interviews?
• How can you assess their writing skills?
• Do they write or blog about Win/Loss analysis?
• Be sensitive about asking for a Win/Loss work example:
• Win/Loss analysis is highly proprietary
• It’s also custom research: your final report could look quite different
and will reflect what is uncovered in your Win/Loss analysis
Ellen Naylor
https://EllenNaylor.com
11. 7. Project Delivery
• Win/Loss is a relationship business
• You rely on other people’s schedules for the 1st Four Steps
1. Collaboration to create the Win/Loss template
2. Collecting and organizing all customer/non-customer contact data
3. Reaching out to schedule interviews
4. Conducting Win/Loss interviews
• To do Win/Loss right…you need time…don’t skimp on it
Ellen Naylor
https://EllenNaylor.com
12. 8. Deliverables
• Project progress communication along the way…
• Interview summaries and/or transcripts if you record
• Quantitative data detail
• Format for Win/Loss analysis final report
• Accompanying oral presentation of final report
• Win/Loss results brainstorming half/full day interactive workshop
Be Clear on Expected Deliverables
Ellen Naylor
https://EllenNaylor.com
13. 9. Consultant Fees
• Project set up fee
• Learn your industry, your sales process and deliverables, the competition and
organize Win/Loss template
• Cost per completed interview
• Cost to write up interview summaries or transcribe recordings
• Cost for Win/Loss analysis report
• Cost to present the Win/Loss findings orally to your team
• Cost for half/full day review of Win/Loss findings, recommendations,
brainstorming
Understand the Full Cost of your Win/Loss program
Ellen Naylor
https://EllenNaylor.com
14. 10. Sharing Win/Loss Experience
• Does consultant write/blog about Win/Loss?
• Does consultant present or teach about Win/Loss?
• Has consultant been published in Win/Loss?
• How clear is their Win/Loss proposal?
- Is it customized to your needs?
Published July 2016
Amazon page
Ellen Naylor
https://EllenNaylor.com
15. Taking Action: Key to Improving Win Rates!
• Statistics differ on the effectiveness of Win/Loss analysis
• All point to improved win rates.
• Many sales organizations say they conduct Win/Loss
analysis.
• Research by Anova Consulting Group finds that less
than 20% of US companies do formal Win/Loss.
• Their research and others indicate that taking action
from a formal Win/Loss program can improve win rates
by 15 to 30%.
Ellen Naylor
https://EllenNaylor.com
16. Ellen Naylor, MBA: https://ellen.naylor.com
https://ellennaylor.com/contact-ellen-naylor/
720-480-9499
ellen@EllenNaylor.com
@ellennaylor
www.linkedin.com/in/ellennaylorcolorado/en
Win/Loss Analysis:
How to Capture and Keep the Business You Want
Ellen Naylor
https://EllenNaylor.com