Love Your Losses & No Decisions
Capturing competitive intelligence is difficult. Some companies capture loss information using a drop-down menu embedded within the opportunity record. Others purchase enablement software in the hope that an algorithm will pinpoint the problem. However, we continually find the best information comes straight from the prospect. You’ll be surprised at the quality of information you receive.
Did I mean a win-loss interview? No. Win interviews are fruitful for small tweaks or suggestions. However, new
