Why Did I Lose the Sale? 6 Win-Loss Analysis Questions
HeavyHitter Sales
MARCH 22, 2012
I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. Did I have an internal Coach within the account? In this case, they are trying to determine the principles, standards, incentives, and priorities of the key decision makers.
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