Helping Sells Radio

Win/Loss reason is a simplistic way to report in wins and losses, according to Alan Armstrong, founder and CEO of Eigenworks. What we really need to do is understand what was the decision, how was it made, what was the quest, how stable was that decision, were we at risk of losing, and in future deals like this, how secure can we be in our positioning? These questions help Alan get to the non-obvious surprising findings in both win/loss and churn/retention analysis. Let's face it, win/loss reasons never say you were outsold and win/loss reports from your CRM rarely tell the real story. In this episode of Helping Sells Radio, Armstrong explain how he digs deeper, talks to customers in the context of their story, to find out the real reasons they come to you or leave you. It is almost never the reason you think it is.  Learn more about Alan: Eigenworks: https://www.eigenworks.com/ Alan on Linkedin: https://www.linkedin.com/in/awarmstrong/ Subscribe at helpingsells.substack.com