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Sales Enablement & Win/Loss Topic Hub

Sales Intelligence & Win/Loss Topic Hub

This page pulls together relevant content on Sales Intelligence & Win/Loss from webinar replays, articles and research papers, case studies, and more. We also have included select content from our sponsors and partners that are relevant to this topic. 

How to Implement a Win/Loss Program

This course will help you implement a Win/Loss Intelligence Program and understand precisely what each customer and lost prospect wants.

Ignoring a Competitor's Pricing Strategy Can Hurt You

While many organizations still focus on that initial price, companies that are buying and/or selling based on value and Total Cost of Ownership have a clear, demonstrable competitive edge.

Find a Win/Loss Partner

Use our Key Provider Index to find a firm to help support your Win/Loss efforts.

Win/Loss & Hidden Insights

Win/Loss is more than analyzing why a customer made a purchase. It's an opportunity to explore the unasked or unanswered questions.

Essential Elements of Effective Sales Battlecards

Our authors outline the anatomy of a great sales battlecard, including how to use them to drive the maximum benefit for sales, marketing, the C-Suite, and beyond.

Agile Win/Loss Practices

Efforts to conduct win/loss analysis are frequently either monolithic in nature or so sparse that they fail to provide actionable insights.

Sales Objection Handling Tools

One of the most challenging aspects of being a competitive intelligence analyst is addressing credible objections raised in a sales engagement.

What it Takes to Win with Customers

How can you tell if your organization is focused on winning with customers? Ask yourself: Do our customers make more money doing business with us?

Building a Competitor Product Matrix

This webinar will offer an outline on how to build a simple, yet effective, high-level competitor product matrix, with limited information.

8 Lessons from Applied Win/Loss Analysis

Win/Loss can fail before it shines due to resistance from management, particularly sales management.

Revenue Management for Profit Growth

Revenue Management helps companies develop and execute practical solutions to maximize long-term revenue and profitability.

Win/Loss in Action

This session shows a practitioner’s experience in action across not one, not two but three business problems.

Keep the Customers You Want

Research shows that acting from a formal win/loss program can improve business win rates between 15 to 30 percent.

Quantitative & Qualitative Data in Win/Loss

By committing to a prospect feedback loop including both qualitative and quantitative data, companies can more accurately make enhancements at all levels of their organization.

Using Intelligence to Set the Price-to-Win

Using customer intelligence, the PTW analyst deduces the customer’s true buying behavior – when and under what circumstances is the customer willing to pay a price premium.

Want to Dig Deeper on Competitors?

One source of competitive intelligence isn’t used nearly as much as it should be—Win Loss Analysis.

Intelligence for Sales & Bid Teams

Sales and bid teams sorely lack competitive intelligence to improve their success rate, despite many times being proficient at providing high-quality CI.

Position CI in Your Growth Agenda

After weathering economic storms, many companies are poorly positioned to capitalize on growth opportunities.

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