How to Conduct a Win/Loss Analysis in B2B Sales

b2b salesA win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. The insights garnered from this type of analysis can be instrumental in growing your business and increasing revenue.

In fact, companies that conduct win/loss analyses consistently outperform those that don’t in the following areas (source):

Customer retention rate: 60% vs. 48%
Reps attaining quota: 51% vs. 47%
Lead conversion rate: 23% vs. 17%

Continue reading to learn how you can incorporate win/loss analysis into your B2B sales process. Continue reading “How to Conduct a Win/Loss Analysis in B2B Sales”