Summary of Win/Loss Reviews

A New Knowledge Model for Competitive Intelligence

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Win/Loss Reviews book summary
It’s not whether you win or lose that counts – it’s how you play (and measure) the sales game.

Rating

8 Overall

9 Applicability

8 Innovation

7 Style

Recommendation

This exceptionally focused book concentrates on the value of generating win/loss reports to improve sales by making full use of the knowledge your salespeople learn in the course of their work. For some readers, the book’s focus may seem a little insistent, since author and sales productivity expert Rick Marcet explains and argues for every step of the process. For others, his continued clarity, emphasis and focus will be reassuring. Either way, Marcet gives readers a professional tool for improving their sales results by collating better “business intelligence” from the front lines and learning from its lessons. getAbstract finds that this manual could make several kinds of readers feel like winners, including salespeople, sales managers, product line managers and anyone interested in applied knowledge management.

In this summary, you will learn

  • Why win/loss reporting matters
  • How you can generate productive win/loss reports and results
  • How to apply what you learn from your reviews
 

Summary

Do You Know Why You Made That Sale?
You trust your sales team to sell your product, but you often don’t know exactly why your team succeeded in making a sale or failed. This gap between what your company needs to know and what it does know is dangerous. If you eliminate that gap, you will...
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About the Author

Rick Marcet, Senior Director, Sales Productivity at Citrix, is the former director of Microsoft's World Class Selling Initiative.


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