State of Win Loss 2015: How Companies Are Leveraging Win Loss Findings to Better Understand Buyers and Increase Organizational Win Rates
Win Loss Analysis has emerged as a hot field within market research and competitive intelligence, guiding organizations toward clarity in discovering root causes for why they're winning and losing in competitive sales opportunities. Although vendor selection reasons are usually straightforward and typically based on solution capabilities and price, buyers sometimes choose vendors for less obvious reasons, such as personal relationships with sales reps, historical concerns about a vendor's service and support, or lack of confidence in an emerging company's long-term...
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