An IDC survey this year found that only 55% of large B2B organizations have a formal win-loss analysis program in place.
An IDC survey this year found that only 55% of large B2B organizations have a formal win-loss analysis program in place.
If you want to understand your sales process, start by asking why you’re winning or losing your deals. This simple question can uncover a whole host of misalignments -- and misalignments are what plague the sale process in most companies. For example, ask your sales team the number one reason they lost deals, and they’ll likely say price.
Symmetrics Group is a sales performance consulting and training firm that helps B2B clients develop and sustain high performing sales teams.
Symmetrics Group
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