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. In this case, they are trying to determine the principles, standards, incentives, and priorities of the key decision makers. Losing is always hard.
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