Why you need more than Internal Sales Debriefs to increase your competitiveness. A Win/Loss Program provides you with the data you need to increase your win rates. See the webinar on youtube at https://youtu.be/vz61UqpVJY8 or visit us at petronio.com

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Why a Win Loss Program
can be your
“Secret Weapon”
Why more than ‘internal sales debriefs’ are needed
to increase your competitiveness

2. © 2015 Petronio Marketing Group Inc. Confidential
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Our Team

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Internal Sales Debriefs Are…
Structured Interviews with Sales Team
Often performed by Sales Management
 Reasons for the win or loss?
 What can be learned?
 What might we have done differently?
 What is the account strategy?

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Why you don’t get the “real” story…
Issue Reason
Indirect
Judgement
 “Telephone game”
 Perception vs. Fact
 Performance Review
 Bias, Objectivity
Unrevealing
Customer
 Agenda
 Truth?
Data  Incomplete
 Inaccuracies
 Not normalized

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 Large client, 300 Blind Win/Loss
Interviews
 Client Requested Comparison
 Winning Sales Reps
 Losing Reps
 Analysis

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Not Convinced?
• Compare 5 Win/Loss Interviews (wins and losses) with
Internal Sales Debriefs
– Same deals!
• Use a professional Win/Loss consultant
– Remove bias
– Blind
• Evaluate interviews and the analysis

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Resources at Petronio.com
• Competitive Intelligence Daily
• Best Practice Blogs
• Samples and Templates
Contact Us Today
Felicia Jackson
felicia@petronio.com