Uncover Critical Information with Win-Loss Analysis with Justin Zappulla, Ep #357

What was your customer’s perspective of the sales process? How did it align to their preferred buying journey? How does it compare to the competition? Why did they choose you? Or why didn’t they? 

These data points are critical to refine your sales process. And one of the only ways to get these answers is by doing a win-loss analysis. This information is vital to the business as a whole to consistently improve performance. Learn how Justin obtains this critical information in this episode of Sales Reinvented. 

Outline of This Episode

• [0:50] What is win/loss analysis and why is it important?
• [1:33] The insights you can gain from a win-loss analysis
• [2:55] Common mistakes salespeople make with win-loss analyses
• [4:05] How to make sure the feedback you gather is unbiased 
• [6:03] Best practices for conducting win/loss interviews 
• [7:12] The role of technology in win/loss analysis
• [9:09] Top three win/loss analysis dos and don’ts
• [12:06] A win-loss analysis can quickly make an impact 

Connect with Justin Zappulla

• Connect on LinkedIn

Connect With Paul Watts 

• LinkedIn
• Twitter 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com