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| 049 | _aMAIN | ||
| 100 | 1 | _aMarcet, Rick. | |
| 245 | 1 | 0 |
_aWin/loss reviews : _ba new knowledge model for competitive intelligence / _cRick Marcet. |
| 260 |
_aHoboken, N.J. : _bWiley, _c�2011. |
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| 300 |
_a1 online resource (xxii, 202 pages) : _billustrations |
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| 336 |
_atext _btxt _2rdacontent |
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| 337 |
_acomputer _bc _2rdamedia |
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| 338 |
_aonline resource _bcr _2rdacarrier |
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| 490 | 1 | _aThe executive leadership series | |
| 504 | _aIncludes bibliographical references and index. | ||
| 520 | _a"Win/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed. While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and line-of-site to the dynamics affecting business performance"--Provided by publisher. | ||
| 588 | 0 | _aPrint version record. | |
| 505 | 0 | _aWin/Loss Reviews: A New Knowledge Model for Competitive Intelligence; Contents; Preface; Acknowledgments; Chapter 1: Introduction; Trusting Today's Seller; Listen to the Customer, Too; Driving Scale and Accuracy; A New Approach; Summary; Notes; Chapter 2: Win/Loss Reviews and Business Intelligence; A New Knowledge Model; BI Governance; Providers of Self-Service BI; Pocket BI: Intelligence to Go; From BI to Competitive Intelligence; Summary; Notes; Chapter 3: Why Do We Win or Lose?; Factors Contributing to Wins and Losses; Is a Win Always a Win?; Narratives Provide Additional Context. | |
| 505 | 8 | _aFactor WeightingDo We Learn More from Wins or Losses?; Disengaged Opportunities: What's the Real Story?; Delayed Deals Benefit from Win/Loss Reviews; Summary; Note; Chapter 4: Capturing the Data; Unlocking Tacit Knowledge; Opportunity Details; Outcome Factors; The Narrative; Accommodating Multiple Languages; Summary; Note; Chapter 5: Surfacing the Insights; Tactical Insights; Strategic Insights; Summarizing the Information; Accountability for Surfacing Insights; Trends and Statistical Evidence; Summary; Note; Chapter 6: Beyond Competitive Insights; Award Programs; Recognition. | |
| 505 | 8 | _aMarketing Case StudiesSummary; Chapter 7: Measuring Process and Outcome Performance; Scale Drives Quantity; Quality Drives Value; Value, Expectations, and Policy; Setting Expectations; Policy Considerations; Measuring Outcome Performance; Summary; Chapter 8: Stakeholder and Cultural Considerations; Account Manager; Sales Manager; Product Manager; Marketing Manager; Corporate Leadership; An Emerging Career Skill and Role Requirement; Corporate and Leadership Culture; Culture and Social Networks; Social Media Paradigms; Summary; Notes; Chapter 9: Implementing a Win/Loss Review Program. | |
| 505 | 8 | _aEstablishing Business Goals and ObjectivesPlanning Phase; Elicitation, Documentation, and Review Phase; Gathering Insights from Current Tools, Processes, and Documents; In-Person/Group Input; Concerns and Issues; Consolidation and Publication of Results; Managing Phase; Design, Develop, Implement, and Support; Training and Guidance; Summary; Note; Conclusion: A Look Forward; Appendix A: Process Improvement: A Case Study; Background; Problem Statement; Hypothesis; Approach; Define Phase; Voice of the Customer; Stakeholder Analysis; Measure Phase; Analyze Phase; Improve Phase; Control Phase. | |
| 505 | 8 | _aResultsNote; Appendix B: From the Blogosphere; On Whether Sales Teams or Customer Interviews Provide Most Insights; Effect of Social Networking on Win/Loss Reviews; What Win/Loss Reviews May Reveal Beyond Pricing Issues; Win/Loss Review Process Improvement; Appendix C: Software and Services for Win/Loss Review; Software Solution; Partner Profiles; Glossary; About the Author; Index. | |
| 546 | _aEnglish. | ||
| 590 |
_aJohn Wiley and Sons _bWiley Online Library: Complete oBooks |
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| 650 | 0 |
_aMarketing _xEvaluation. |
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| 650 | 0 | _aBusiness intelligence. | |
| 650 | 0 | _aStrategic planning. | |
| 650 | 0 | _aCompetition. | |
| 650 | 6 |
_aMarketing _x�Evaluation. |
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| 650 | 6 | _aPlanification strat�egique. | |
| 650 | 7 |
_aBUSINESS & ECONOMICS _xInformation Management. _2bisacsh |
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| 650 | 7 |
_aBUSINESS & ECONOMICS _xKnowledge Capital. _2bisacsh |
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_aMarketing _xEvaluation _2fast |
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| 758 |
_ihas work: _aWin/loss reviews (Text) _1https://id.oclc.org/worldcat/entity/E39PCG9GgTg7GQQJWCMrWkVq6X _4https://id.oclc.org/worldcat/ontology/hasWork |
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| 776 | 0 | 8 |
_iPrint version: _aMarcet, Rick. _tWin/loss reviews. _dHoboken, N.J. : Wiley, �2011 _z9781118007419 _w(DLC) 2011012028 _w(OCoLC)709407980 |
| 830 | 0 | _aMicrosoft executive leadership series. | |
| 856 | 4 | 0 | _uhttps://onlinelibrary.wiley.com/doi/book/10.1002/9781119202387 |
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