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A SCIP In-Person Training Event: Developing and Operating a Win/Loss Program -
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A SCIP  In-Person Training Event: Developing and Operating a Win/Loss Program -

All of our in person events are hands-on, interactive and loaded with practical application exercises and will introduce strategy, marketing, finance, intelligence, and insight professionals to the world of CI in a structured, highly interactive and engaging format. Using individual as well as group break-out exercises, role playing, videos, stories, and current case studies, this boot training is suitable for beginners, analysts, managers, directors and vice president level participants.

When: Wednesday, February, 7, 2018
8:30am - 4:40pm Pacific Time
Where: Hyatt Regency Lake Tahoe Resort, Spa & Casino
111 Country Club Drive
Incline Village, Nevada  89451
United States
Contact: Michelle Winter

Online registration is closed.
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This workshop will explore the applications of Win/Loss to CI. Win/Loss, a powerful tool used to understand sales performance has many untapped applications for strategy and CI professionals. Participants will gain an awareness of how most Win/Loss is conducted and changes that can enhance Win/Loss for longer term strategy and CI support. Using real-world samples from Win/Loss programs, the participants will also learn how to assess decision maker responses, extrapolate decision factor importance, and produce individual deal and multi-deal roll-up reports. Templates that help the deal analysis and present deal results will be supplied as part of the exercise. During the workshop, the participants will complete several individual deal reports and one roll-up report that demonstrates the various types of competitive and strategic insight gained through effective Win/Loss.


Key Take-Aways:


• New awareness of the role Win/Loss has in competitive intelligence and its contribution to strategy development


•Tools to develop an effective Win/Loss survey instrument and collect valid insights from decision makers


•Templates to analyze Win/Loss survey results and produce reports that drive strategic change for more effective sales


• Tools to communicate both individual and multi deal analyses to management


For complete program details please visitor our SCIP University website.  






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