Win/Loss Reviews[成败评论：通过审查处理结果加强竞争力]

Thisbookisabouttappingintooneofthemostunderutilizedsourcesofbusinessintelligencethecollectionofopportunitiesthathavegonethroughyoursalesprocesses.Simplyput,theseareopportunitiesthatyouhavewon,lost,ordisengagedfrom.Knowingwhyyouwinorloseisimportantonlyifyouwanttoimprovebusinessperformanceandhaveconfidenceinyourabilitytoimprovethepredictabilityofyourbusinessoutcomes.Drivingbusinessperformancebeyondorganicgrowthtakesacombinationofinnovation,intelligence,customeralignment,andrepeatablestrategiesthatdrivepredictableandsuccessfuloutcomes.Relyingtooheavilyonpersonalrelationshipsdoesnotscalewellandcanleadtoafalsesenseofsoundsalesstrategyorcapability.Orassumingthatyouloseonpricemightmaskmanyotherreasonsforpoorperformanceandmaycauseyoutoeatdeepintoyourprofitmarginswhentheremaybeotherfactorsthataremorerelevant,andeasiertosolve.Thisbookexploresadisciplineandprocessthatstrivestoneutralizewell-meaningsellerbiaswhileaccuratelyrevealingwhydealsarewonorlostovertime.Itprovidesaprovenmethodologytowinningsalesviastrongbusinessintelligence.