The following post was written by Zach Golden, Consultant at Anova Consulting Group, a leading provider of B2B win loss analysis.
There is nothing quite like the feeling of closing a sale with a successful team effort, especially when up against a top competitor. But after the celebration fades, how often do teams have an accurate sense of which aspect of the offering or sales process resonated with the prospect?
Other times, when a top rival wins the day, negative emotions set in -- disbelief, disappointment, maybe even anger. Above all, the number one question facing organizations following a lost opportunity is: why did we lose?