Comments for 360° Biz Blog

Comment on About Deepthi Bathina by vikram goud Bathina

vikram goud Bathina — Tue, 15 May 2012 14:15:59 +0000

r u from ap

Comment on Marketing the importance of Marketing by jorge lanny

jorge lanny — Wed, 19 Oct 2011 09:19:49 +0000

Nice site with good article information. Keep the good posts coming.

Comment on Marketing the importance of Marketing by cordell michale

cordell michale — Wed, 19 Oct 2011 07:48:11 +0000

Nice site with good article information. Keep the good posts coming.

Comment on Three ways to collect the win/loss data and one way to offend your sales team by Oleg Kupershmidt

Oleg Kupershmidt — Sat, 10 Sep 2011 14:22:58 +0000

Deepthi, thanks for sharing. This is a great topic that does not receive enough attention, in part because it’s often so hard to get to the bottom of it that overworked PMs/PMMs just give up and move on to other areas where they can bring value. Consider, we call these Win/Loss analysis, but usually there is no shortage of the former – “Win Analysis”. Some companies have whole marketing teams stamping out nice “Win Stories”. It is the other one, “Loss Analysis” that I found really hard to come by. The explanations I came across from account teams: “customer had funding withdrawn”, “customer had management team replaced”, “now would not be a good time to talk to customer because we are working on another deal” and “we are still working on changing their mind (12 months after theloss)”.

Comment on Three ways to collect the win/loss data and one way to offend your sales team by Deepthi Bathina

Deepthi Bathina — Mon, 15 Aug 2011 16:12:14 +0000

Mark, agree with your input! Third party interviews are indeed expensive. We tried it for a couple of years and now Im planning to do direct customer interviews as well.

Comment on Three ways to collect the win/loss data and one way to offend your sales team by Mark

Mark — Wed, 03 Aug 2011 21:59:17 +0000

I agree somewhat but have found that conducting my own win/loss actually garners much better information than those mentioned above. Most customers are willing to participate, once the contracts have been awarded. I’m always careful not to make it personal, but will quote the customer directly if they point to something the sales person did/didn’t do. I first run the report thru our Sales VP and ask for guidance if he wants the sales exec to see the report or for me to summarize. In most cases, the VP sees this as educational opportunities vs. personal assaults on the exec’s sales skills. I’d love to do 3rd party interviews but my company would NEVER pay for that.

Comment on Business plan templates that work! by alex

alex — Thu, 26 May 2011 15:30:08 +0000

very useful article. A+++

Comment on Business plan templates that work! by Sony 8mm Camcorder

Sony 8mm Camcorder — Fri, 18 Mar 2011 00:57:34 +0000

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Comment on Business plan templates that work! by Ming Janoff

Ming Janoff — Tue, 01 Feb 2011 22:20:07 +0000

Good day! This post couldn’t be written any better! Reading this post reminds me of my old room mate! He always kept chatting about this. I will forward this post to him. Fairly certain he will have a good read. Thank you for sharing!

Comment on How can General Managers handle budget cuts? by Praveena

Praveena — Fri, 17 Dec 2010 16:16:41 +0000

Deepthi,
Not sure if you remember me. Its been ages.. Anyways.. These are wonderful articles!