Are you looking to build a business case for implementing win-loss analysis at your company? One helpful resource is the Gartner report entitled, "Tech Go-to-Market: Three Ways Marketers Can Use Data From Win/Loss Analysis to Increase Win Rates and Revenue" by Todd Berkowitz. This blog post provides a quick summary of the findings.

Most companies speculate on why they win and lose, basing major decisions on assumptions. Here are ten signs that show your business needs a more disciplined approach to win-loss analysis.

My client had spent 18 months chasing a $400 million deal. They were confident that they were going to win. When the bad news hit, all hell broke loose. “We need to do a post-mortem.”

While many companies have taken steps to implement some form of win-loss analysis, a minority of companies do it right. Here are 5 common mistakes that companies routinely make.

A big part of my job at Qualtrics was to help the Head of Global Sales scale his operations internationally. 8 lessons about scaling a global sales organization.

There's one thing every B2B sales team can do to improve results and increase win rates. Find out directly from decision-makers why you won or lost their business.

Using a third-party for win loss analysis has multiple benefits. We outline some of the reasons companies switched from doing it in house.

Every reason that the proposal team gave for losing the deal was wrong. No one in the entire company knew the real reason why they lost the deal.

One thing determines how fast a sales hire ramps: Understanding the reasons why buyers make their buying decision (the criteria they use) and how your company competes on each of those factors

Base your training in real stories, about real customers, drawn from real interactions with real prospects will boast the power to captivate the sales team and change their behavior.

Learn the keys to designing a world-class win-loss analysis program including the importance of executive sponsorship, a neutral, third-party, balanced sampling, and more.

Don't rely on your sales team for unbiased feedback about your buyers—they will be wrong more than half the time. For feedback about how buyers perceive your business, go straight to the source.

Calculate the potential ROI of a comprehensive win-loss analysis program—including win-back opportunities, increases to win rate, and more.