rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    title: Win/loss reviews
    sub title: a new knowledge model for competitive intelligence
  name:
    name part: Marcet, Rick.
    role:
      role term: creator
  type of resource: text
  genre: bibliography
  genre: Electronic books.
  origin info:
    place:
      place term: nju
    date issued: 2011
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: remote
    extent: 1 online resource (xxii, 202 pages) : illustrations.
  abstract: "Win/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed. While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and line-of-site to the dynamics affecting business performance"--Provided by publisher.
  table of contents: Win/Loss Reviews: A New Knowledge Model for Competitive Intelligence; Contents; Preface; Acknowledgments; Chapter 1: Introduction; Trusting Today's Seller; Listen to the Customer, Too; Driving Scale and Accuracy; A New Approach; Summary; Notes; Chapter 2: Win/Loss Reviews and Business Intelligence; A New Knowledge Model; BI Governance; Providers of Self-Service BI; Pocket BI: Intelligence to Go; From BI to Competitive Intelligence; Summary; Notes; Chapter 3: Why Do We Win or Lose?; Factors Contributing to Wins and Losses; Is a Win Always a Win?; Narratives Provide Additional Context.
  table of contents: Factor WeightingDo We Learn More from Wins or Losses?; Disengaged Opportunities: What's the Real Story?; Delayed Deals Benefit from Win/Loss Reviews; Summary; Note; Chapter 4: Capturing the Data; Unlocking Tacit Knowledge; Opportunity Details; Outcome Factors; The Narrative; Accommodating Multiple Languages; Summary; Note; Chapter 5: Surfacing the Insights; Tactical Insights; Strategic Insights; Summarizing the Information; Accountability for Surfacing Insights; Trends and Statistical Evidence; Summary; Note; Chapter 6: Beyond Competitive Insights; Award Programs; Recognition.
  table of contents: Marketing Case StudiesSummary; Chapter 7: Measuring Process and Outcome Performance; Scale Drives Quantity; Quality Drives Value; Value, Expectations, and Policy; Setting Expectations; Policy Considerations; Measuring Outcome Performance; Summary; Chapter 8: Stakeholder and Cultural Considerations; Account Manager; Sales Manager; Product Manager; Marketing Manager; Corporate Leadership; An Emerging Career Skill and Role Requirement; Corporate and Leadership Culture; Culture and Social Networks; Social Media Paradigms; Summary; Notes; Chapter 9: Implementing a Win/Loss Review Program.
  table of contents: Establishing Business Goals and ObjectivesPlanning Phase; Elicitation, Documentation, and Review Phase; Gathering Insights from Current Tools, Processes, and Documents; In-Person/Group Input; Concerns and Issues; Consolidation and Publication of Results; Managing Phase; Design, Develop, Implement, and Support; Training and Guidance; Summary; Note; Conclusion: A Look Forward; Appendix A: Process Improvement: A Case Study; Background; Problem Statement; Hypothesis; Approach; Define Phase; Voice of the Customer; Stakeholder Analysis; Measure Phase; Analyze Phase; Improve Phase; Control Phase.
  table of contents: ResultsNote; Appendix B: From the Blogosphere; On Whether Sales Teams or Customer Interviews Provide Most Insights; Effect of Social Networking on Win/Loss Reviews; What Win/Loss Reviews May Reveal Beyond Pricing Issues; Win/Loss Review Process Improvement; Appendix C: Software and Services for Win/Loss Review; Software Solution; Partner Profiles; Glossary; About the Author; Index.
  note: Rick Marcet.
  note: Includes bibliographical references and index.
  subject:
    topic: Marketing
    topic: Evaluation
  subject:
    topic: Business intelligence
  subject:
    topic: Strategic planning
  subject:
    topic: Competition
  subject:
    topic: BUSINESS & ECONOMICS
    topic: Information Management
  subject:
    topic: BUSINESS & ECONOMICS
    topic: Knowledge Capital
  subject:
    topic: Business intelligence
  subject:
    topic: Competition
  subject:
    topic: Marketing
    topic: Evaluation
  subject:
    topic: Strategic planning
  classification: HF5415.13 .M3437 2011eb
  classification: 658.4/038
  related item:
    title info:
      title: Win/loss reviews
    name:
      name part: Marcet, Rick.
    origin info:
      publisher: Hoboken, N.J. : Wiley, ©2011
    identifier: (DLC) 2011012028
    identifier: (OCoLC)709407980
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  identifier: https://doi.org/10.1002/9781119202387
  record info:
    record content source: E7B
    record creation date: 110322
    record change date: 20170124070906.7
    record identifier: ocn747412514
    language of cataloging:
      language term: eng