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LEE GREENHOUSE
has 25 years of experience building, managing, and consulting to information businesses. He has served on the boards and advisory boards of several information services and technology companies. Read more >
Tag Archives: win loss
Why Win-Loss Analysis Belongs in Your Diagnostic Arsenal
Sports teams use game films to review their performance, understand their strengths and weaknesses, and identify ways to improve. Business-to-business vendors rarely have the same opportunities because their sales processes take place in a decentralized environment where such scrutiny is … Continue reading
Win-Loss Analysis: Simple Insights
Here’s a simple question: Why did your company win or lose its last 50 customers? Surprisingly, even the most customer-focused companies often cannot answer this question with confidence. Market intelligence typically comes via the sales force which may filter, abbreviate, … Continue reading
Tagged customer research, market intelligence, win loss Comments Off on Win-Loss Analysis: Simple Insights