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Win When You Lose
Losing is never fun. When you invest significant time and resources pursuing a deal and it falls through, it’s frustrating – and invariably causes some self-reflection.
Here are 10 guidelines you can apply to your own loss analysis:
1. Interview internally and externally.
2. Choose an objective individual to conduct the interview.
3. Don’t wait too long.
4. Understand the customer need.
5. Get their perspective on your product.
6. Get pricing feedback.
7. Get competitive insights.
8. Review their key decision criteria.
9. Evaluate the sales process.
10. Review the effectiveness of your marketing.
Photo by stelogic.
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