Win/Loss Analysis: How to Capture and Keep the Business You Want - Softcover

Naylor, Ellen

Softcover

ISBN 10: 099727221X ISBN 13: 9780997272215

Publisher: Business Intelligence Source, The, 2016

Synopsis

- Are you sick and tired of losing to the competition repeatedly?
- Do you know why you lose to the competition?
- Do you want to win and retain more business?
- Or learn how buyers make their purchasing decisions?
- Do you want to nail your competition?

If you don’t ask your customers and those who chose a competitor, you won’t discover the true reasons of what does and doesn’t work with your buyers. By interviewing your customers, you will also pull insight to develop specific buyer personas.

With the guidance of Win/Loss Analysis, you will discover how to remove the guess work, and gain more business by conducting Win/Loss interviews with your customers and former prospects.

For two decades, Win/Loss expert Ellen Naylor has guided executives and managers to world-class results with her unique 12-step Win/Loss Process detailed in this book. Now you will get her inside tips and secrets to lead your organization to do the same.

Not convinced yet? Research shows that taking action from a formal Win/Loss program can improve business win rates from 15 to 30 percent. The bottom line: You can win and retain more business from Win/Loss Analysis.

Can you and your company NOT afford to do Win/Loss analysis?

About this title

About the Author

Ellen Naylor is one of America's pioneers in competitive intelligence (CI) and Win/Loss analysis. Her passion for Win/Loss stems from her extensive sales experience where she learned that customers and those who chose the competition were a real-time source of competitive, product and market insight.

Ellen conducted her first Win/Loss analysis project in 1989 as a Competitive Intelligence Manager at Bell Atlantic, a Verizon subsidiary. Over the years, she noticed that her clients made more money every time they made the changes she recommended from Win/Loss analysis results.

Ellen initiated Bell Atlantic's (Verizon's) first CI program for enterprise marketing and sales in 1985. She worked at Northwest Airlines (Delta) in forecasting and competitive intelligence before founding The Business Intelligence Source in 1993. Clients range from mid-size businesses to the Fortune 500. For 20+ years, her research and analysis have consistently helped companies beat the competition and make smarter strategic decisions.

Ellen has been recognized by the Strategic and Competitive Intelligence Professionals (SCIP) with the Catalyst and Fellow awards, and was honored to serve as a board member. She has contributed to three SCIP books including: Starting a Competitive Intelligence Function, Competitive Technical Intelligence, and Conference and Trade Show Intelligence. As a frequent speaker at conferences and universities globally, Ellen is widely quoted in numerous business publications.

Earning her BA from the University of Notre Dame in the second class of graduating women and her MBA at the Darden Graduate School of Business, Ellen understands business. Being born and raised in Yokohama, Japan she weaves in international experience and culture with her consulting clients.

Presently, Ellen lives in Denver, Colorado with her artist husband, Rodgers.

From the Inside Flap

Do you want to know why your competitors get the business and you didn't?

• Are you sick and tired of losing to the competition repeatedly?
• Do you know why you lose to the competition?

Your ideal customer is based on using market research and real data about your existing customers, customer demographics, behavior patterns, motivations and goals. It's the "buying persona" that every marketer and business owner must know.

• Do you know who your ideal buyer and user of your services and products is?
• Would you like an insider's tips on how to identify, cultivate and nail them as a customer?
• Would you like to discover why buyers chose to do business with you or your competition?

Or, learn just how they went about making their buying decision. You can with Ellen Naylor's Win/Loss Analysis. You will pull insight to develop specific buyer personas.

Not convinced yet? Research shows that taking action from a formal Win/Loss program can improve win rates between 15 to 30 percent. The bottom line: you can win and retain more business from Win/Loss Analysis.

Stop losing and nail the competition!

Edition details

• Publisher: Business Intelligence Source, The
• Publication date: 2016
• Language: English
• ISBN 10: 099727221X
• ISBN 13: 9780997272215
• Binding: Paperback
• Edition number: 1
• Number of pages: 216
• Editor: Maling John, Naylor Rodgers, Hallman James