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Traction and Action

Ken Allred Primary Intelligence Founder & CEO kallred@primary-intel.com 385.355.6600. Traction and Action. How to gain momentum with win loss findings. Guaranteeing a Win Rate Increase. Three things must happen to increase win rates:

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Traction and Action

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  1. Ken Allred Primary Intelligence Founder & CEO kallred@primary-intel.com385.355.6600 Traction and Action How to gain momentum with win loss findings

  2. Guaranteeing a Win Rate Increase Three things must happen to increase win rates: • Consistent AND sufficient, fresh sample – as deals close they are analyzed • Opportunity debriefs on every deal with appropriate stakeholders • Stakeholders must be informed AND have the courage to act “Winning is not a sometime thing; it’s an all the time thing. You don’t win once in a while, you don’t do things right once in a while, you do them right all the time. Winning is habit. Unfortunately, so is losing.“ Vince Lombardi

  3. What is a debrief? A debrief is … A debrief is not … A time to review the buyer feedback for the first time, or a re-reading of the buyer’s feedback A process to establish blame A time to challenge the buyer’s feedback or perceptions • Your primary diagnosis tool of the major impact reasons • A time to identify and assign tactical actions • The foundation for improving your competitive win rates A successful debrief prompts three responses from participants:

  4. The Debrief Process

  5. Document so you can Aggregate Establish a process to document debrief findings so that you can aggregate and analyze them.

  6. Document so you can Follow-up Document identified action items and follow-up on them for maximum program impact.

  7. How to set up your debrief

  8. Catalyst for Change Aggregate buyer feedback to identify why you win and why you lose Aggregate debrief identified root causes and best practices for each reason Stakeholders make much better decisions and win rates improve

  9. Debriefs sound expensive • Guaranteed increase in win rate • Opportunities you can re-engage with • Most effective way to educate and change sales behaviors • Only way to systemically diagnose root causes • Your organization’s real-time connection with your buyers “Consistent debriefs will pay for your annual win loss program EVERY three months...if you do it on every deal you analyze.”

  10. Your Debrief Check-list

  11. Ken AllredCEO E: kallred@primary-intel.comP: 385.351.6600T: @zigrivers Questions?

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