LEADER 05638nam 2200733 450 001 9910139605303321 005 20170809172705.0 010 $a1-118-10260-6 010 $a1-119-20238-8 010 $a1-283-17692-0 010 $a9786613176929 010 $a1-118-10258-4 035 $a(CKB)2550000000040661 035 $a(EBL)697699 035 $a(OCoLC)747412514 035 $a(SSID)ssj0000529977 035 $a(PQKBManifestationID)12166915 035 $a(PQKBTitleCode)TC0000529977 035 $a(PQKBWorkID)10561732 035 $a(PQKB)11347643 035 $a(MiAaPQ)EBC697699 035 $a(MiAaPQ)EBC4031940 035 $a(EXLCZ)992550000000040661 100 $a20160817h20112011 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aWin/loss reviews $ea new knowledge model for competitive intelligence /$fRick Marcet 210 1$aHoboken, New Jersey :$cJohn Wiley & Sons, Inc.,$d2011. 210 4$dİ2011 215 $a1 online resource (226 p.) 225 1 $aThe executive leadership series 300 $aIncludes index. 311 $a1-118-00741-7 320 $aIncludes bibliographical references and index. 327 $aWin/Loss Reviews: A New Knowledge Model for Competitive Intelligence; Contents; Preface; Acknowledgments; Chapter 1: Introduction; Trusting Today's Seller; Listen to the Customer, Too; Driving Scale and Accuracy; A New Approach; Summary; Notes; Chapter 2: Win/Loss Reviews and Business Intelligence; A New Knowledge Model; BI Governance; Providers of Self-Service BI; Pocket BI: Intelligence to Go; From BI to Competitive Intelligence; Summary; Notes; Chapter 3: Why Do We Win or Lose?; Factors Contributing to Wins and Losses; Is a Win Always a Win?; Narratives Provide Additional Context 327 $aFactor WeightingDo We Learn More from Wins or Losses?; Disengaged Opportunities: What's the Real Story?; Delayed Deals Benefit from Win/Loss Reviews; Summary; Note; Chapter 4: Capturing the Data; Unlocking Tacit Knowledge; Opportunity Details; Outcome Factors; The Narrative; Accommodating Multiple Languages; Summary; Note; Chapter 5: Surfacing the Insights; Tactical Insights; Strategic Insights; Summarizing the Information; Accountability for Surfacing Insights; Trends and Statistical Evidence; Summary; Note; Chapter 6: Beyond Competitive Insights; Award Programs; Recognition 327 $aMarketing Case StudiesSummary; Chapter 7: Measuring Process and Outcome Performance; Scale Drives Quantity; Quality Drives Value; Value, Expectations, and Policy; Setting Expectations; Policy Considerations; Measuring Outcome Performance; Summary; Chapter 8: Stakeholder and Cultural Considerations; Account Manager; Sales Manager; Product Manager; Marketing Manager; Corporate Leadership; An Emerging Career Skill and Role Requirement; Corporate and Leadership Culture; Culture and Social Networks; Social Media Paradigms; Summary; Notes; Chapter 9: Implementing a Win/Loss Review Program 327 $aEstablishing Business Goals and ObjectivesPlanning Phase; Elicitation, Documentation, and Review Phase; Gathering Insights from Current Tools, Processes, and Documents; In-Person/Group Input; Concerns and Issues; Consolidation and Publication of Results; Managing Phase; Design, Develop, Implement, and Support; Training and Guidance; Summary; Note; Conclusion: A Look Forward; Appendix A: Process Improvement: A Case Study; Background; Problem Statement; Hypothesis; Approach; Define Phase; Voice of the Customer; Stakeholder Analysis; Measure Phase; Analyze Phase; Improve Phase; Control Phase 327 $aResultsNote; Appendix B: From the Blogosphere; On Whether Sales Teams or Customer Interviews Provide Most Insights; Effect of Social Networking on Win/Loss Reviews; What Win/Loss Reviews May Reveal Beyond Pricing Issues; Win/Loss Review Process Improvement; Appendix C: Software and Services for Win/Loss Review; Software Solution; Partner Profiles; Glossary; About the Author; Index 330 $a"An essential guide to establishing a competitive position by learning from past dealsDealing with tapping into one of the most underutilized sources of business intelligence?the collection of opportunities that have gone through sales processes?this book provides a proven methodology to winning sales via strong business intelligence. Explains how to strategically look at deals Examines how to cut through the various biases that take place when a deal is completed Presents independent perspectives from some of today's leading thinkers on the way IT innovations are transforming how organizations operate and how people work Showing how every company can achieve success through their business intelligence?the win/loss records of their deals, Win/Loss Reviews presents a methodology for reviewing sales wins and losses so that better performance and customer satisfaction can be accomplished"--$cProvided by publisher. 410 0$aMicrosoft executive leadership series. 606 $aMarketing$xEvaluation 606 $aBusiness intelligence 606 $aStrategic planning 606 $aCompetition 608 $aElectronic books. 615 0$aMarketing$xEvaluation. 615 0$aBusiness intelligence. 615 0$aStrategic planning. 615 0$aCompetition. 676 $a658 676 $a658.4/038 686 $aBUS043000$2bisacsh 700 $aMarcet$b Rick$0983426 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910139605303321 996 $aWin$92244981 997 $aUNINA