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Win / Loss Reviews

<p><b>WIN/LOSS REVIEWS</br> A NEW KNOWLEDGE MODEL FOR COMPETITIVE INTELLIGENCE</b> <p>In <i>Win/Loss Reviews</i>, Rick Marcet reveals a new knowledge model that taps into one of the most underutilized sources of business and competitive intelligence--your sales staff. But this book isn't about Sales 101. It deals with empowering and encouraging your sales force to extract the most they can from their sales opportunity outcomes--whether won or lost--to cull valuable strategies, insights, and opportunities from every sale, and capitalize on every opportunity, every conversation, every call. It's about leveraging the competitive intelligence right under your sales force's nose--what customers are saying about their needs, which tactics the competition is using, and how your products could more effectively support the customer's strategic vision. <p>Cutting through the biases that lead you to believe that you win because of great sales skills or lose deals because of price, Marcet reveals

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