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won sales analysis

Positive Navel Gazing: Won Sales Analysis

8 June 2008

Almost every company I’ve worked for has done regular “loss reviews” when they’ve failed to win big bids. It was almost a knee-jerk raction by management – “how can this possibly have happened?” – despite the fact that the sales team often knew well in advance that they weren’t going to win.
What I see much [...]

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