Win-loss reviews analysis

1st October 2015 |   Journal Of Sales Transformation

Win-loss reviews analysis

RESEARCH SOURCES

  • Independent win-loss reviews commissioned by PRP clients between 2012-2015.
  • More than 100 individual companies interviewed, all in B2B arena.
  • 80 %+ independent win-loss reviews commissioned by chief sales officer, occasionally the CEO.
  • Business sectors: technology, process outsource, finance, engineering support services and electronics.
  • Geographies: UK, Europe, APAC and North America.
  • Almost all clients chose to review specific deals only (instead of all pursued opportunities in a given period).