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Sales Reinvented

We at Sales Reinvented are on a mission to change the negative perception of sales people. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is a profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.
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At Sales Reinvented, we are on a mission to change the negative perception of selling. Welcome to the Sales Reinvented Podcast.

Jun 14, 2023

Conducting a win/loss analysis is about spending time at the end of a sales cycle to extract some feedback from the customer you’ve interacted with. It can help you learn what went well and where you can improve. It’s immensely valuable. You have to make numerous assumptions in the sales cycle. 

This allows you to park the assumptions and get honest feedback from your customer and then take action based on that information. Conducting a win/loss analysis is one of the best ways to improve your sales. Learn more from Cian McLoughlin in this episode of Sales Reinvented!

Outline of This Episode

  • [1:01] What is win/loss analysis and why is it important? 
  • [2:39] The common insights sales teams can gain
  • [3:44] Mistakes to avoid when conducting a win/loss analysis
  • [7:06] Create an environment where the customer can be honest
  • [9:25] Best practices for conducting win/loss interviews 
  • [11:04] What role does technology play in win/loss analysis? 
  • [13:00] Cian’s top three win/loss analysis dos and don’ts
  • [15:38] You can’t rely on assumptions without testing them

Connect with Cian McLoughlin

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