Comments on: Your Strategic Friend, Mrs. Win/Loss Analysis http://www.strategicproductmanager.com/2009/01/13/your-strategic-friend-mrs-winloss-analysis/?utm_source=rss&utm_medium=rss&utm_campaign=your-strategic-friend-mrs-winloss-analysis Mon, 26 Jul 2010 16:58:59 -0700 http://wordpress.org/?v=2.8.4 hourly 1 By: Tweets that mention Your Strategic Friend, Mrs. Win/Loss Analysis » Strategic Product Manager -- Topsy.com http://www.strategicproductmanager.com/2009/01/13/your-strategic-friend-mrs-winloss-analysis/comment-page-1/#comment-284 Tweets that mention Your Strategic Friend, Mrs. Win/Loss Analysis » Strategic Product Manager -- Topsy.com Thu, 06 May 2010 23:31:54 +0000 http://www.strategicproductmanager.com/?p=47#comment-284 [...] This post was mentioned on Twitter by Stewart Rogers. Stewart Rogers said: @saeedwkhan I am game. #5 "Roadmap: Product Vision Statement" and #6 "Your Strategic Friend, Mrs. Win/Loss Analysis" http://bit.ly/dm8DFr [...] [...] This post was mentioned on Twitter by Stewart Rogers. Stewart Rogers said: @saeedwkhan I am game. #5 "Roadmap: Product Vision Statement" and #6 "Your Strategic Friend, Mrs. Win/Loss Analysis" http://bit.ly/dm8DFr [...]

]]> By: Steve Johnson http://www.strategicproductmanager.com/2009/01/13/your-strategic-friend-mrs-winloss-analysis/comment-page-1/#comment-329 Steve Johnson Wed, 20 Jan 2010 01:32:55 +0000 http://www.strategicproductmanager.com/?p=47#comment-329 Who better to tell us what we do right (and wrong) in selling than someone who recently bought your product. I like a sports analogy that Alan Armstrong (<a href="http://www.eigenworks.com" rel="nofollow">www.eigenworks.com</a>) shared with me. The players don't really know what happened in the play until they review the game films on Monday. And you can't review the game films unless somebody planned for it and set up cameras during the game. So plan for win/loss analysis as a KEY PART of the selling cycle, long BEFORE the sales game begins. Who better to tell us what we do right (and wrong) in selling than someone who recently bought your product. I like a sports analogy that Alan Armstrong (http://www.eigenworks.com) shared with me. The players don't really know what happened in the play until they review the game films on Monday. And you can't review the game films unless somebody planned for it and set up cameras during the game. So plan for win/loss analysis as a KEY PART of the selling cycle, long BEFORE the sales game begins.

]]> By: Steve Johnson http://www.strategicproductmanager.com/2009/01/13/your-strategic-friend-mrs-winloss-analysis/comment-page-1/#comment-191 Steve Johnson Tue, 19 Jan 2010 22:32:55 +0000 http://www.strategicproductmanager.com/?p=47#comment-191 Who better to tell us what we do right (and wrong) in selling than someone who recently bought your product. I like a sports analogy that Alan Armstrong (<a href="http://www.eigenworks.com" rel="nofollow">www.eigenworks.com</a>) shared with me. The players don't really know what happened in the play until they review the game films on Monday. And you can't review the game films unless somebody planned for it and set up cameras during the game. So plan for win/loss analysis as a KEY PART of the selling cycle, long BEFORE the sales game begins. Who better to tell us what we do right (and wrong) in selling than someone who recently bought your product. I like a sports analogy that Alan Armstrong (http://www.eigenworks.com) shared with me. The players don't really know what happened in the play until they review the game films on Monday. And you can't review the game films unless somebody planned for it and set up cameras during the game. So plan for win/loss analysis as a KEY PART of the selling cycle, long BEFORE the sales game begins.

]]> By: Craig Elias http://www.strategicproductmanager.com/2009/01/13/your-strategic-friend-mrs-winloss-analysis/comment-page-1/#comment-180 Craig Elias Wed, 30 Dec 2009 10:28:41 +0000 http://www.strategicproductmanager.com/?p=47#comment-180 As the creators of Trigger Event Selling™ we have developed and provide at no charge a Trigger Event Analysis Template called 'Won Sales Analysis'.<br><br>We believe the best analysis is the analysis of the sales you won not the sales you have lost. <br><br>Conducting a Won Sales Analysis tells you which Trigger Events lead up to the purchase, what made the customer choose you, and how can you make it easier to get more customers.<br><br>The template and instructions can be downloaded from <a href="http://www.wonsalesanalysis.com/" rel="nofollow">http://www.wonsalesanalysis.com/</a>.<br><br>Feel free to contact me via phone (+1.403.874.2998), Skype (Craig.Elias) or our contact form (<a href="http://www.ShiftSelling.com/Contact" rel="nofollow">http://www.ShiftSelling.com/Contact</a>) if you have ANY questions after downloading the template.<br><br>Have an eventful week!<br><br>Craig Elias<br>-----------------------------------<br>Creator of Trigger Event Selling™ <br>Chief Catalyst, Shift Selling, Inc.<br>Author of the upcoming book SHiFT! The SILVER BULLET in Sales As the creators of Trigger Event Selling™ we have developed and provide at no charge a Trigger Event Analysis Template called 'Won Sales Analysis'.

We believe the best analysis is the analysis of the sales you won not the sales you have lost.

Conducting a Won Sales Analysis tells you which Trigger Events lead up to the purchase, what made the customer choose you, and how can you make it easier to get more customers.

The template and instructions can be downloaded from http://www.wonsalesanalysis.com/.

Feel free to contact me via phone (+1.403.874.2998), Skype (Craig.Elias) or our contact form (http://www.ShiftSelling.com/Contact) if you have ANY questions after downloading the template.

Have an eventful week!

Craig Elias
———————————–
Creator of Trigger Event Selling™
Chief Catalyst, Shift Selling, Inc.
Author of the upcoming book SHiFT! The SILVER BULLET in Sales

]]> By: Guest Post: Market Sensing is not Crop Dusting « Lead on Purpose http://www.strategicproductmanager.com/2009/01/13/your-strategic-friend-mrs-winloss-analysis/comment-page-1/#comment-109 Guest Post: Market Sensing is not Crop Dusting « Lead on Purpose Tue, 18 Aug 2009 03:55:38 +0000 http://www.strategicproductmanager.com/?p=47#comment-109 [...] haven’t materialized, try conducting win/loss analysis. For some insights on win/loss see the Strategic Product Manager and On Product Management. If you aren’t connecting with economic buyers, are you sure who they [...] [...] haven’t materialized, try conducting win/loss analysis. For some insights on win/loss see the Strategic Product Manager and On Product Management. If you aren’t connecting with economic buyers, are you sure who they [...]

]]> By: New Product Management Blogs « On Product Management http://www.strategicproductmanager.com/2009/01/13/your-strategic-friend-mrs-winloss-analysis/comment-page-1/#comment-9 New Product Management Blogs « On Product Management Thu, 22 Jan 2009 04:13:47 +0000 http://www.strategicproductmanager.com/?p=47#comment-9 [...] Stewart Rogers started Strategic Product Manager on January 3. One of his first posts is entitled: Your Strategic Friend, Mrs Win/Loss Analysis [...] [...] Stewart Rogers started Strategic Product Manager on January 3. One of his first posts is entitled: Your Strategic Friend, Mrs Win/Loss Analysis [...]

]]> By: Stewart Rogers http://www.strategicproductmanager.com/2009/01/13/your-strategic-friend-mrs-winloss-analysis/comment-page-1/#comment-7 Stewart Rogers Sat, 17 Jan 2009 22:50:21 +0000 http://www.strategicproductmanager.com/?p=47#comment-7 Further to your point (#2)... unless the Product Manager (or a 3rd party on behalf of the Product Manager) is talking directly to the Buyer you are likely getting opinions. - Stewart Further to your point (#2)… unless the Product Manager (or a 3rd party on behalf of the Product Manager) is talking directly to the Buyer you are likely getting opinions. – Stewart

]]> By: Ivan Chalif http://www.strategicproductmanager.com/2009/01/13/your-strategic-friend-mrs-winloss-analysis/comment-page-1/#comment-6 Ivan Chalif Thu, 15 Jan 2009 14:12:52 +0000 http://www.strategicproductmanager.com/?p=47#comment-6 @StewartRogers<br><br>Good post. I am a firm believer in Product Management owning the Win/Loss process, since it is such a great tool for understanding trends in how the market is changing (or not) and how your product's positioning and capabilities map to that market.<br><br>I do them quarterly based on feedback from Sales and Customer Support and then distribute the results and some analysis/recommendations to the Leadership team. <br><br>Two caveats when using them, though:<br><br>1. Win/Loss analysis has to be longitudinal. If you only look at a slice of the data, your results will be skewed. If you are not already collecting the data, start now, but reserve any significant strategic or tactical changes until you have a large enough sample size.<br><br>2. Recognize that win/loss data is inherently biased and incomplete. The voices are loudest at either end of the spectrum and you are relying heavily on others to provide the data. Sales, Support, Partners, and others may distort the information that they report to better reflect on them.<br><br>Even with those two issues, it's still a valuable tool for every Product Manager's toolkit. Just remember that it's only part of the story.<br><br>Ivan Chalif<br><a href="http://theproductologist.com/" rel="nofollow">http://theproductologist.com/</a> @StewartRogers

Good post. I am a firm believer in Product Management owning the Win/Loss process, since it is such a great tool for understanding trends in how the market is changing (or not) and how your product's positioning and capabilities map to that market.

I do them quarterly based on feedback from Sales and Customer Support and then distribute the results and some analysis/recommendations to the Leadership team.

Two caveats when using them, though:

1. Win/Loss analysis has to be longitudinal. If you only look at a slice of the data, your results will be skewed. If you are not already collecting the data, start now, but reserve any significant strategic or tactical changes until you have a large enough sample size.

2. Recognize that win/loss data is inherently biased and incomplete. The voices are loudest at either end of the spectrum and you are relying heavily on others to provide the data. Sales, Support, Partners, and others may distort the information that they report to better reflect on them.

Even with those two issues, it's still a valuable tool for every Product Manager's toolkit. Just remember that it's only part of the story.

Ivan Chalif
http://theproductologist.com/

]]> By: Product Management Weekly Reader: 15Jan09 | The Productologist: Exploring the Depths of Product Management http://www.strategicproductmanager.com/2009/01/13/your-strategic-friend-mrs-winloss-analysis/comment-page-1/#comment-5 Product Management Weekly Reader: 15Jan09 | The Productologist: Exploring the Depths of Product Management Thu, 15 Jan 2009 13:10:55 +0000 http://www.strategicproductmanager.com/?p=47#comment-5 [...] Your Strategic Friend, Mrs. Win/Loss Analysis [Strategic Product Manager] [...] [...] Your Strategic Friend, Mrs. Win/Loss Analysis [Strategic Product Manager] [...]

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