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TOPLINE HOTLINE: What are the deadly sins of win-loss analysis?
Mar 28, 2024
Experts Sam, AJ, and Asad delve into the deadly sins of win-loss analysis, discussing trusting CRM data, engaging consultants, and improving data quality. They highlight the importance of understanding customer behavior, conducting close loss reviews, and the role of human judgment in decision-making.
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Quick takeaways
- Trusting CRM data and engaging third-party consultants are key in win-loss analysis.
- Incorporating customer interviews adds qualitative depth to win-loss analysis, balancing data and human judgment.
Deep dives
Importance of Understanding Win-Loss Analysis
Win-loss analysis is crucial for understanding the reasons behind deals won or lost. It involves evaluating factors like trusting CRM data, knowing customer motivations, engaging third-party consultants, and ensuring accurate data input. Conducting regular close-lost reviews and involving different perspectives can lead to actionable insights for improving business strategies and decision-making.
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