Failure is an inevitable part of life. While no one likes to discuss losing, it’s oftentimes one of the best ways to gain insight, re-evaluate what you’re doing wrong, and take more intelligent action. Understanding what works and what doesn’t work with your current sales process and go-to-market strategy is crucial to driving incremental revenue growth in the new year. The best way to obtain diagnostic insights into prospect and customer perspectives on your company is to conduct an objective win/loss study combined with statistical analysis that illustrates opportunities for growth.

1. S A L E S P E O P L E R A R E L Y A D M I T D E F E A T
W W W . A S C E N S I O N S T R A T E G Y . C O M
HOW TO INCREASE
SALES THROUGH
WIN/LOSS ANALYSIS
Many salespeople take failure personally
so they avoid classifying sales losses as
closed in CRM systems. The status of a
loss often remains "pending" rather than
ever filed away as a failure
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W E C A N L E A R N F R O M O U R W I N S & L O S S E S
Win/Loss reviews help companies
identify what works and what
doesn't work with customers
C O M P A N I E S R A R E L Y T E L L S E L L E R S T H E T R U T H
Most people have a hard time
delivering bad news. This makes the
truth hard to obtain unless provided
through objective third party
customer feedback
Success relies heavily in the ability to
make data and analytics a central
part of any business strategy.
Good data = good decisions
I N S I G H T W I T H O U T A N A L Y S I S I S W A S T E D
I T ' S A L L A B O U T C O N S I S T E N C Y
Be sure to regularly implement
measuring/reporting so sales data is
always accurate and actionable