"Companies that optimize their processes and use available technologies outperform their competitors. Win/Loss Reviews beautifully illustrates the capability of integrating information and process flow between sales, marketing, and business leadership." Mark Mueller-Eberstein, CEO, Adgetec Corp., bestselling author of Agility and coauthor of No Fear
"This win-loss framework provides an invaluable bridge between sales, product groups, and marketing. Implemented effectively, it is a finger on the pulse of the sales motion and provides direct line-of-sight visibility of sales activities to all departments chartered with refining the sales strategy."Emeline C. Espinet, Senior Director, Cloud App Delivery Group, Citrix Systems, Inc.
"A key organizational enabler of most successful strategic account management organizations is the facilitation and encouragement of efficient knowledge exchanges amongst account managers. Rick Marcet's book, Win/Loss Reviews: A New Knowledge Model for Competitive Intelligence, is a great source of best practices on the subject and focuses on the audience that needs it most: the front lines."Bernard Quancard, President and CEO, Strategic Account Management Association
"Learn how to gather actionable sales intelligence by applying Rick Marcet's groundbreaking win/loss model that feeds DIRECTLY from the sales force in real time! This is a revolutionary win/loss process upgrade that is a must-read for ALL competitive intelligence and marketing professionals." Ellen Naylor, President and CEO, Business Intelligence Source
"This book shines light on an important source of intelligence that is often overlooked or ignored by most sales organizations to consistently and systematically improve sales."David Marcum, coauthor of Egonomics and cofounder of G5 Leadership
"Companies that optimize their processes and use available technologies outperform their competitors. Win/Loss Reviews beautifully illustrates the capability of integrating information and process flow between sales, marketing, and business leadership." Mark Mueller-Eberstein, CEO, Adgetec Corp., bestselling author of Agility and coauthor of No Fear
"This win-loss framework provides an invaluable bridge between sales, product groups, and marketing. Implemented effectively, it is a finger on the pulse of the sales motion and provides direct line-of-sight visibility of sales activities to all departments chartered with refining the sales strategy."Emeline C. Espinet, Senior Director, Cloud App Delivery Group, Citrix Systems, Inc.
"A key organizational enabler of most successful strategic account management organizations is the facilitation and encouragement of efficient knowledge exchanges amongst account managers. Rick Marcet's book, Win/Loss Reviews: A New Knowledge Model for Competitive Intelligence, is a great source of best practices on the subject and focuses on the audience that needs it most: the front lines."Bernard Quancard, President and CEO, Strategic Account Management Association
"Learn how to gather actionable sales intelligence by applying Rick Marcet's groundbreaking win/loss model that feeds DIRECTLY from the sales force in real time! This is a revolutionary win/loss process upgrade that is a must-read for ALL competitive intelligence and marketing professionals." Ellen Naylor, President and CEO, Business Intelligence Source
"This book shines light on an important source of intelligence that is often overlooked or ignored by most sales organizations to consistently and systematically improve sales."David Marcum, coauthor of Egonomics and cofounder of G5 Leadership
Win / Loss Reviews: A New Knowledge Model for Competitive Intelligence
224Win / Loss Reviews: A New Knowledge Model for Competitive Intelligence
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Product Details
ISBN-13: | 9781118102602 |
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Publisher: | Wiley |
Publication date: | 06/09/2011 |
Series: | Microsoft Executive Leadership Series , #23 |
Sold by: | JOHN WILEY & SONS |
Format: | eBook |
Pages: | 224 |
File size: | 4 MB |