Implementing a Win Loss Intelligence Program

The only course you’ll ever need for anything win loss related – instructor has implemented win loss intelligence programs for the past almost 20 yearsAbility to contact instructor for assistance with implementation after course completionCourse also comes with a dozen templates for guidance when implementing within your own organization – including deliverable templates, etc.)Understand what’s comprised in a win loss intelligence programUnderstand industry statistics and benchmarksRoles involved with the various win loss project functionsOverview of best-in-class intelligence programsClassify your own organization and its intelligence program abilityDefining sample sizes and characteristics for initial win loss analysis scopeHow bias can impact the credibility of your intelligence programHow to create measurable key performance indices (KPI’s)Application of employee insights to the intelligence programPerforming primary research to obtain scores and ask open-ended questionsQualitative and quantitative aspects of the win loss programTeam communication scriptsCalculating an expectation gap score (turning information into intelligence)Consolidating your intelligence and identifying trendsCritical reports that need to be generated for executivesReal-world applications and war stories of different win loss project typesShow moreShow lessImplementing a Win Loss Intelligence program enables organizations to access the minds of their buyers. Existing customers and lost prospect intelligence can be leveraged by numerous stakeholders in an organization to allow more focused and concise strategic and tactical decision-making. Other internal stakeholders such as Product Managers and the Sales function can also significantly benefit from this intelligence within their own activities, including new product development, and impact customer retention rates and lost prospect re-engagement tactical initiatives.Most Win Loss Intelligence vendors that exist today could also greatly benefit by taking this course with its proven methodology, deliverables, and track record of success with large and small organizations. In a marketplace where buyers are limited, organizations struggle to gain a greater mind share within, and a wallet share from their existing accounts and lost prospects.This online course will teach you how to implement a baseline intelligence foundation in which the information and intelligence is strategic, unbiased, measurable, actionable, and repeatable. The course then proceeds to build the intelligence program on top of that foundation covering all aspects needed for a successful program. This course is also a must for organizations that have some form of Win Loss in place, yet aren’t realizing the benefits.All of the activities in this course are aimed at allowing you to implement a Win Loss Intelligence program internal to your organization and understand precisely what each customer and lost prospect wants. The ability to provide a unified view of customer and lost prospect feedback from multiple channels and behavioral intelligence, helps organizations establish a consistent view of each account for each organizational stakeholder.Who this course is for:Individuals wishing to understand how to implement an intelligence program that most organizations really struggle with due to its impacts on so many areas within an organization and its complexities