win/loss analysis Archives

The Sales Enablement Guide to Win/Loss Analysis, Part 3: The Sales Meeting

In our previous two parts of the Sales Enablement Guide to Win/Loss Analysis (found here and here), we talked about the important of win/loss analyses and how to get the customer involved. Now, it’s time to talk about the practical aspects of conducting the actual sales meeting. Before you start your first session, you need to make sure you have a solid plan so that you don’t waste everyone’s time on something that doesn’t work.