Analyzing Win/Loss Analysis with Cian McLoughlin, Ep #354

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

• Connect on LinkedIn
• Follow on Twitter 

Connect With Paul Watts 

• LinkedIn
• Twitter 

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