RICK MARCET is the program director for the World Class Selling initiative at Microsoft. He is responsible for leading the drive to increase the sales capabilities of field sales organizations through both the art and the science of selling, across all customer segments. He accomplishes this through the effective use of inquiry-led sales techniques and business and competitive intelligence to drive sustained sales growth and achieve consistently high customer satisfaction. He can be reached via: @RickMarcet; linkedin.com/in/rickmarcet; facebook.com/pages/Win-Loss-Reviews/152317004835660.
Win/Loss Reviews: A New Knowledge Model for Competitive Intelligenceby Rick Marcet
Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed and made available for all to use, the/b>
An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them.
Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed and made available for all to use, the organization’s competitive position is greatly enhanced.
- Reveals how to turn field sales teams, a mostly underutilized resource, into net producers of competitive intelligence
- Exposes new and unconventional approaches for gathering and democratizing sales insights for a broad stakeholder audience
- Presents a proven knowledge sharing model that is being adopted by major companies worldwide
Win/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed. While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and line-of-site to the dynamics affecting business performance.
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This exceptionally focused book concentrates on the value of generating win/loss reports to improve sales by making full use of the knowledge your salespeople learn in the course of their work. For some readers, the book’s focus may seem a little insistent, since author and sales productivity expert Rick Marcet explains and argues for every step of the process. For others, his continued clarity, emphasis and focus will be reassuring. Either way, Marcet gives readers a professional tool for improving their sales results by collating better “business intelligence” from the front lines and learning from its lessons. getAbstract finds that this manual could make several kinds of readers feel like winners, including salespeople, sales managers, product line managers and anyone interested in applied knowledge management.