Knowing why you won and why you lost is one thing but understanding how to apply this knowledge is what will ultimately allow you to make decisions that will enable positive change. The ultimate question we need to answer is how will the learnings from a win/loss analysis help you adapt, sell and engage more effectively so you can win more and lose less.  Once you’ve completed your analysis as discussed in this previous blog post it’s time to get tactical and put a plan in place on how you can adjust your execution to help you sell differently and…

In every market and economic environment, there are winners and losers. In the past year there have been a disproportionate number of companies losing due to the macroeconomic changes. That said, losing does not have to be a foregone conclusion. By adapting your go-to-market strategy & tactics, organizations can avoid leaving money on the table whether we’re operating in good times or hard times.  There is a big risk to not adapting your approach. Following the same playbook and tactics that you relied on over the previous 12 to 24 months can have large pitfalls when there are changes in…