The difference between winning and losing a sale are complex and varied. In markets where customers have greater access to information about product offers and comparisons, sales and marketing executives need to fine tune their messaging to align with the value expectations of each potential sale. Savvy leaders use Win/Loss to gain insight into what customers expect and how well the sales offer matches expectations. Companies that engage in systematic Win/Loss are better equipped to identify improvements and adjustments that produce higher close rates and stronger profitability.

Join SCIP, Fletcher/CSI, Champlain College, and Healthways as we discuss how an effective Win/Loss program can provide sustainable competitive advantage to the sales process. Learn how the tools and methods of a Win/Loss program can enhance marketing messaging effectiveness and results. Customers buy on more than Price and Sales team personality. Do you know why your customers buy from you?

During this complimentary live eBroadcast, we will explore:

  • How to build a sustainable Win/Loss program
  • The key outputs of a Win/Loss program needed to engage the entire enterprise
  • How to incorporate Win/Loss insights into tailoring value propositions to unique customer needs

Companies that engage in systemized Win/Loss that includes a diverse range of functions are more likely to get earlier warning to market shifts, new competitors, evolving customer needs, and are less likely to be surprised by competitor actions.

Click here to learn how a Win/Loss program can help companies achieve higher success in the market.

Brought to you by SCIP and FSI

Ken Garrison
Chief Executive Officer
SCIP, Strategic and Competitive Intelligence Professionals
Tom Myers
Professor of International Business (Academic Expert)
Champlain College
       
Erik Glitman
CEO
Fletcher/CSI
Eric Dingus
Corporate Strategist
Healthways

 

 

 

 

 

 

 

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