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Win-Loss Reviews: Sharpening Competitiveness by Reviewing Deal Outcomes (Microsoft)
Author: Rick Marcet, Microsoft Corporation
Presentation Handout | May 15, 2011
At Microsoft, the institutionalized win-loss review process provides the "performance intelligence" to increase win rates across strategic accounts and other customer segments, driven primarily by the value it provides the front-line sales teams and other key stakeholder groups. Challenge yourself to identify the uses and impact across a broad spectrum of stakeholders in sales, marketing and services. Learn how to: * Trusting sellers as your primary intelligence source * Methods for harnessing, analyzing and disseminating valuable insights * Promoting alignment between sales and marketing * Deal outcome factors that impact sales and marketing strategy
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