Outsmarting Lost Deals: The Predictive Power of Understanding What Buyers Want

Mike’s Intro Note: Recently, I consulted with a Japanese multinational to help them set up a Win – Loss report and process. Transparent win–loss reporting can assist marketing to analyze wins and losses to better formulate effective marketing support for sales managers to coach their salespeople to win more deals. This recent article from Tim Riesterer is very informative on how to coach your salespeople win more deals. Read on!