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Win/Loss Reviews
Book

Win/Loss Reviews

A New Knowledge Model for Competitive Intelligence

Rick Marcet
Wiley, 2011

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Editorial Rating

8

Qualities

  • Innovative
  • Applicable

Recommendation

This exceptionally focused book concentrates on the value of generating win/loss reports to improve sales by making full use of the knowledge your salespeople learn in the course of their work. For some readers, the book’s focus may seem a little insistent, since author and sales productivity expert Rick Marcet explains and argues for every step of the process. For others, his continued clarity, emphasis and focus will be reassuring. Either way, Marcet gives readers a professional tool for improving their sales results by collating better “business intelligence” from the front lines and learning from its lessons. getAbstract finds that this manual could make several kinds of readers feel like winners, including salespeople, sales managers, product line managers and anyone interested in applied knowledge management.

Take-Aways

  • Few organizations know why they succeed or fail at sales.
  • To find out, study your sales efforts and report on that knowledge in win/loss reviews.
  • Your sales team knows more than anyone else about your deals and customers, so capturing their knowledge about sales results is essential.

About the Author

Rick Marcet, Senior Director, Sales Productivity at Citrix, is the former director of Microsoft's World Class Selling Initiative.

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