Євген Філяк “Як підняти продажі продукту за домомогою Win/Loss аналізу в 3 рази” Lviv Product Management Club (November)
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Lviv Product Management Club (November) Євген Філяк “Як підняти продажі продукту за домомогою Win/Loss аналізу в 3 рази”
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Євген Філяк “Як підняти продажі продукту за домомогою Win/Loss аналізу в 3 рази” Lviv Product Management Club (November)
- 1. How to grow sales
- 2. About me • PhD in Biology • 5 Startups • SoftServe PdM and CEO • Sabbatical
- 3. Win/Loss is: Sexy Efficient Smart
- 4. Win/Loss is: Sexy Efficient Smart
- 5. What is Win / Loss? • Analysis of recent sales/losses (up to 2-3 weeks) Why clients choose you Why people NOT chose you
- 6. What is it for? • Improve current sales on the current market/niche What you can not use it for? • Finding new niches How will it help? • Understand the client – adjust our company.
- 7. Where it can be used? • Evaluate sales • Evaluate HR • Evaluate Personal life • Everywhere
- 8. How to do it? • Just do it :)
- 9. How to do Win Los?
- 10. How to do Win Los 1. Clarify what your own problem you are going to solve.
- 11. How to do Win Los 1. Clarify what your own problem you are going to solve. 2. Understand who is the person you would like to interview. ??
- 12. How to do Win Los 1. Clarify what your own problem you are going to solve. 2. Understand who is the person you would like to interview. 3. Make script of the interview (what is contact channel, questions, etc)
- 13. How to do Win Los 1. Clarify what your own problem you are going to solve. 2. Understand who is the person you would like to interview. 3. Make script of the interview (what is contact channel, questions, etc) 4. Perform interviews by lean (testing and improving)
- 14. How to do Win Los 1. Clarify what your own problem you are going to solve. 2. Understand who is the person you would like to interview. 3. Make script of the interview (what is contact channel, questions, etc) 4. Perform interviews by lean (testing and improving) 5. Understand what are trends and commons
- 15. How to do Win Los 1. Clarify what your own problem you are going to solve. 2. Understand who is the person you would like to interview. 3. Make script of the interview (what is contact channel, questions, etc) 4. Perform interviews by lean (testing and improving) 5. Understand what are trends and commons 6. Prioritize
- 16. How to do Win Los 1. Clarify what your own problem you are going to solve. 2. Understand who is the person you would like to interview. 3. Make script of the interview (what is contact channel, questions, etc) 4. Perform interviews by lean (testing and improving) 5. Understand what are trends and commons 6. Prioritize 7. Sell it.
- 17. Win/Loss champion ha-ha-ha!!! Ooops, not yet!
- 18. 5 Top reasons to fail Win / Loss 1. Think you have no competitors 2. Delegate Sales to do Win/Loss analysis 3. Perform too few interviewee 4. Evaluate people instead of processes 5. Send surveys 1. Listen 95% of time WinnerLosser
- 19. 5 Top Questions to ask ?
- 20. Now we are the champions of Win/Loss!!!
Editor's Notes
- 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem! Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas). Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well. Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
- 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem! Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas). Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well. Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
- 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem! Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas). Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well. Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
- 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem! Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas). Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well. Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
- 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem! Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas). Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well. Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
- 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem! Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas). Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well. Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
- 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem! Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas). Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well. Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
- 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem! Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas). Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well. Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.