15Win/Loss Analysis
Short Description
Win/loss analysis (WLA) is a cost-effective, insightful, and ethical method for gathering and analyzing information about your market, customers, and competitors. WLA identifies your customer's perceptions of specific sales situations and how you compare to your competitors. It provides a window as to why a customer is buying or not buying your products and/or services. The analysis provides information about the performance of both your firm and your competitors. This information can then be actively used to focus sales staff more effectively in the marketplace and also to inform research and development of products.
Background
Many companies believe they are already doing WLA, as they do keep track of their ...
Get The Complete Guide to Business Analytics (Collection) now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
