This is an example of an interview template I've used for win-loss calls. Win-loss calls are a component of developing competitive intelligence to improve sales win rate.
Deze publicatie gaat in op de risico's met betrekking tot het inkoopproces bij bedrijven actief in de Consumer Goods & Retail markt. Ook wordt ingegaan op hoe bedrijven deze inkoopfraude risico's zouden kunnen reduceren met behulp van technologie en het uitvoeren van supplier audits.
Deze publicatie gaat in op de risico's met betrekking tot het inkoopproces bij bedrijven actief in de Consumer Goods & Retail markt. Ook wordt ingegaan op hoe bedrijven deze inkoopfraude risico's zouden kunnen reduceren met behulp van technologie en het uitvoeren van supplier audits.
Market Logistics & Supply Chain Management
Logistics Defined
Scope of Logistics
Logistics and SCM
The Value Chain
Logistics Focus Areas
Factors Which Drive Inventory
ABC Inventory Analysis
Bob Apollo of Inflexion-Point Strategy Partners introduces the 3 key principles of value-based selling:
- Focusing on Your Most Valuable Prospects
- Aligning Your Sales Stages with your Prospect's Buying Journey
- Facilitating their Buying Decision Process
And shows how B2B-focused sales organisations that have adopted value-based selling have been able to improve sales in rates, shorten sales cycles, increase deal values, get more sales people on quota and accelerate revenue growth
POTENTIAL SERVICES, EXPECTED SERVICES
BASIC SERVICES, CORE BENEFIT, Line of visibility,
Service Design- 8 steps , Gaps Model of Service Quality,Provider Gap 1,Provider Gap 2,Key Factors Leading to Provider Gap 2,Provider Gap 3,Key Factors Leading to Provider Gap 4, Zone of Tolerance
Purchasing and procurement in Material managementKaustubh Vartak
Purchasing is a subset of procurement. Purchasing generally refers simply to buying goods or services. Purchasing often includes receiving and payment as well.
Sales Win Loss Analysis & Competitive Intelligence Tips Webinar With Andela a...Ben Holland
In this informative webinar about voice of customer (VoC) feedback strategies, Customer Experience experts Evan Klein and Andela's Akua Sencherey share their best practices and tips for Sales Win-Loss Analysis and Competitive Intelligence Market Research.
https://www.satrixsolutions.com
Slides Jordan Bergtraum recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Performing your own Win/Loss analysis can help you more objectively learn why your product sells, and even more important why it doesn't sell. I'll discuss the tactics of having there interviews, what questions to ask, and how to use the results.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Market Logistics & Supply Chain Management
Logistics Defined
Scope of Logistics
Logistics and SCM
The Value Chain
Logistics Focus Areas
Factors Which Drive Inventory
ABC Inventory Analysis
Bob Apollo of Inflexion-Point Strategy Partners introduces the 3 key principles of value-based selling:
- Focusing on Your Most Valuable Prospects
- Aligning Your Sales Stages with your Prospect's Buying Journey
- Facilitating their Buying Decision Process
And shows how B2B-focused sales organisations that have adopted value-based selling have been able to improve sales in rates, shorten sales cycles, increase deal values, get more sales people on quota and accelerate revenue growth
POTENTIAL SERVICES, EXPECTED SERVICES
BASIC SERVICES, CORE BENEFIT, Line of visibility,
Service Design- 8 steps , Gaps Model of Service Quality,Provider Gap 1,Provider Gap 2,Key Factors Leading to Provider Gap 2,Provider Gap 3,Key Factors Leading to Provider Gap 4, Zone of Tolerance
Purchasing and procurement in Material managementKaustubh Vartak
Purchasing is a subset of procurement. Purchasing generally refers simply to buying goods or services. Purchasing often includes receiving and payment as well.
Sales Win Loss Analysis & Competitive Intelligence Tips Webinar With Andela a...Ben Holland
In this informative webinar about voice of customer (VoC) feedback strategies, Customer Experience experts Evan Klein and Andela's Akua Sencherey share their best practices and tips for Sales Win-Loss Analysis and Competitive Intelligence Market Research.
https://www.satrixsolutions.com
Slides Jordan Bergtraum recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Performing your own Win/Loss analysis can help you more objectively learn why your product sells, and even more important why it doesn't sell. I'll discuss the tactics of having there interviews, what questions to ask, and how to use the results.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Juliann Grant of Telesian Technology and Scott Sommer of Jacobs Engineering discuss pre and post-sales strategies that build a bridge between marketing and sales. This presentation was delivered at the 3rd Annual Marketing and Sales Summit in 2008.
Sales Power covers the secrets of successful people. Provides - Speeches for Coaches - Professional seminar presentation and workbook materials. Helps your clients build a personal plan to succeed in their goals. www.speechesforcoaches.com, Jon Newsome (770) 614-4146.
There are two effective ways to understand how satisfied your clients or customers are with the service your company provides: 1) hire an outside professional with a focus on customer satisfaction or, 2) administer a client feedback program yourselves. This slideshow provides everything you will need to know and do to prepare, capture and respond to customer satisfaction interviews.
Work portfolio and examples from Tom Humbarger. This document includes work product examples from:
- Vantage Technology Consulting Group
- Vision Internet (Granicus)
- AppleOne Staffing
- iRise
Options for Video Wall at LAPL S. Mark Taper Digital CommonsTom Humbarger
Vantage was hired to support the Los Angeles Public Library team and Pfieffer Partners to integrate a video display wall system into the S. Mark Taper Digital Commons project.
Here are the design options for the video wall.
We started out collaborating with the team to create wall options that show a positive vision for the LAPL space as well as providing a drawing feature for all ages. We came up with three different concepts - a traditional rectangular screen, a "splat" screen which yields a fun and unstructured element and a wave wall that adds additional screens wrapping around the adjacent walls.
Example RFP Template for Website Design-Development-Hosting for Local GovernmentTom Humbarger
This is an example RFP for a Website Design, Development and Hosting project that can be used for local government. This example RFP template freely used, modified and distributed.
I delivered this presentation on how to use social media - LinkedIn, Facebook and Twitter - to brand yourself for greater visibility and promotion. The presentation was given to the Career BridgeBuilder group at American Martyrs Church on May 28, 2015.
IBM Global Chief Marketing Officer Study - Oct 2011Tom Humbarger
These are the results of IBM's first-ever Global CMO Study that was issued in October 2011.
"More than 1,700 CMOs from 64 countries
spoke face to face with us for an hour. We believe it is the largest survey of its type ever conducted. It clearly speaks to a broad awareness of how our roles have evolved over the past decade."
More info at www.ibm.com/cmostudy
Lawry's Restaurants A La Cart Spring 2010 newsletterTom Humbarger
This is the Spring 2010 newsletter for the Lawry's Restaurants group which includes Lawry's The Prime Rib, Tam O'Shanter, Five Crowns and Lawry's Carvery.
This issue includes:
- Frank Talk by President Richard N. Frank
- A Letter From Sylvia Pettit
- Spring Promotions at Lawry's
- A Story about Walt Disney and The Tam
- Pictures from the Beef Bowl in January
Lawry's...Celebrating Special Occasions for Generations. Lawry's Restaurants can be found online at http://www.lawrysonline.com/.
This is a presentation I delivered for a group of marketing managers from Ernst & Young on December 3, 2009. These managers are based in the western US and focus primarily on E&Y's Entrepreneur of the Year program.
The presentation covers the basics of social media, stats on leading tools and recommendations for ramping up social media activities individually and for the Entrepreneur of the Year team.
For one of my projects, I had to create a social media job description. I did a quick search on Google and on various job boards, but I did not like any of the descriptions that I saw.
So, I wrote my own “perfect” job description which could be viewed almost as a checklist. I think the responsibilities should be stated in fairly broad terms without getting into specific
tools or techniques.
Excerpted from my Social Media Musings Blog - http://ow.ly/BnId .
The Business Analyst: The Pivotal Role Of The FutureTom Humbarger
This presentation was originally made at the Silicon Valley IIBA Chapter meeting in June 2008 by Kathleen (Kitty) Hass from Management Concepts (www.managementconcepts.com). Kitty is also a new board member at-large for the IIBA.
Catalyze Webcast - Carey Schwaber From Forrester Research - 10 Tips For Drivi...Tom Humbarger
These are the slides from Carey Schwaber's webcast for the Catalyze Community on June 12, 2008.
"It’s no secret that in the battle to bring effective business software to market on time and on budget, business analysts are on the front lines. What can business analysts do to improve requirements definition practices and make a difference in project outcomes? Join us as Forrester Senior Analyst, Carey Schwaber, shares a set of 10 practical tips that you can immediately put into action in your organization."
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Explore our most comprehensive guide on lookback analysis at SafePaaS, covering access governance and how it can transform modern ERP audits. Browse now!
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
5 Things You Need To Know Before Hiring a Videographer
Win-Loss Analysis - Interview Template
1. Win-Loss Analysis Company Date
Interview Sheet Name Win/Loss
Title Price
Phone
Basic Questions
Usual role/role in decision process
Why in market/pain points
Did you go through RFP
How did you create RFP
Why didn't we win your business
Market
How did you first hear about our company
Where did you find info on our company
What other vendors did you look at
Did any vendors say anything about us
Decision Criteria
Most important evaluation criteria
Tell me about evaluation process
What research did you conduct
Did you view website/social media
What features were most important
What vendor and why
What were strengths and weaknesses
What excited you about the solution
Process
What was perception of our sales team
Did you meet with anyone else
How was knowledge and responsiveness
What was your perception of our company
How did you like our presentation
How would you rate our demo
What were our strengths and weaknesses
What didn't you like about our approach
What feature was cool or excited you
Pricing
How important was price in decision
How did our pricing compare
Was our pricing clear
Were you able to see our value
Wrap-up
What advice would you give us
Any other comments or suggestions