Win-loss reviews analysis

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Win-loss reviews analysis

1st October 2015 | Journal Of Sales Transformation

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).

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