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Win/Loss Analysis: How to Capture and Keep the Business You Want - Couverture souple

Naylor, Ellen

 
9780997272215: Win/Loss Analysis: How to Capture and Keep the Business You Want
Couverture souple
ISBN 10 : 099727221X ISBN 13 : 9780997272215
Editeur : Business Intelligence Source, The, 2016

Synopsis

- Are you sick and tired of losing to the competition repeatedly?
- Do you know why you lose to the competition?
- Do you want to win and retain more business?
- Or learn how buyers make their purchasing decisions?
- Do you want to nail your competition?

If you don’t ask your customers and those who chose a competitor, you won’t discover the true reasons of what does and doesn’t work with your buyers. By interviewing your customers, you will also pull insight to develop specific buyer personas.

With the guidance of Win/Loss Analysis, you will discover how to remove the guess work, and gain more business by conducting Win/Loss interviews with your customers and former prospects.

For two decades, Win/Loss expert Ellen Naylor has guided executives and managers to world-class results with her unique 12-step Win/Loss Process detailed in this book. Now you will get her inside tips and secrets to lead your organization to do the same.

Not convinced yet? Research shows that taking action from a formal Win/Loss program can improve business win rates from 15 to 30 percent. The bottom line: You can win and retain more business from Win/Loss Analysis.

Can you and your company NOT afford to do Win/Loss analysis?

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

Ellen Naylor is one of America's pioneers in competitive intelligence (CI) and Win/Loss analysis. Naylor initiated Verizon's first CI program for enterprise marketing in 1985. Ellen's company, The Business Intelligence Source, is in its 25th year. The company's research has consistently helped companies beat the competition and make smarter strategic decisions. Over the last 25 years, Naylor has been a frequent speaker at conferences, webinars and universities globally. She has given Win/Loss Analysis training and presentations as well as elicitation training and presentations to great acclaim around the world. She wrote the award-winning book, Win/Loss Analysis: How to Capture and Keep the Business You Want. Ellen won the Catalyst and Fellows awards from SCIP, served on their board and contributed to three SCIP books, most notably, Starting a Competitive Intelligence Function. Ellen is on the executive committee for the Council of Competitive Intelligence Fellows, an educational organization that provides thought-leadership, practical guidance, and awareness of sound and ethical intelligence practices.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Business Intelligence Source, The
Date d'édition
2016
Langue
anglais
ISBN 10 
099727221X
ISBN 13 
9780997272215
Reliure
Broché
Nombre de pages
216
Éditeur
Maling John, Naylor Rodgers, Hallman James
Coordonnées du fabricant
Printed by Amazon on behalf of the author
https://www.amazon.fr/hz/contact-us

c/o Amazon Media EU S.à.r.l., 38 Avenue John F. Kennedy
Luxembourg
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Luxembourg