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    How to Execute Your Sales Strategy Effectively Using Win/Loss Analysis (Part 3/3)

    Over the past two weeks on this blog, I have laid out a simple framework for using win/loss analysis to massively improve your sales effectiveness, including how to collect the right data and how to supercharge your sales strategy.

    by George Brontén

    How to Supercharge Your Sales Strategy with Effective Win/Loss Analysis (2/3)

    Your win/loss analysis can be a secret weapon for improving every aspect of your business. From sales strategy to individual sales skills, this three-part series gives you the framework for improving the way your sales system performs each year, using your win/loss analysis.

    by George Brontén

    Predictable Revenue And Wild Assed Guessing

    Predictable Revenue, a concept popularized by Aaron Ross in the first edition of Predictable Revenue (2011), is important. It’s important to us, perhaps to forecast commission earnings and when we might buy that new car or go on the big vacation.

    by Dave Brock

    How to make win/loss analysis more useful

    Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and losses, and the focus is often more on the losses than the wins.

    by George Brontén

    Sales pipeline management: let’s stop confusing progress with probability

    Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which reported that on average a little over 46% of all forecasted sales deals actually resulted in a win (never mind the timing).

    by Bob Apollo

    Is this the most counterproductive sales metric?

    If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. Assuming that we have collected the data in the first place, we can measure win rates, sales cycle velocity, changes in deal value or close date and all manner of other indicators.

    by Bob Apollo
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