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Are you a work in progress? | Babette Bensoussan + Co

Posted on August 12, 2014 by ellendnaylor

We walk around with an illusion that what we are now is what we will be in the future. Harvard Psychologist Dan Gilbert raises the concept that the person you are right now is a transient being and explains how time transforms preferences, values and personalities.

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Interesting talk in that many of us think we aren’t changing when we are. All we have to do is look back 10 years and think what we liked then versus now. We are always changing. While the rate of change slows as we age, we underestimate the amount of change at every age. Successful entrepreneurs are often embrace change and enjoy looking into the future. 

Check out the video by Dan GIlbert: The Psychology of Your Future Self to get a perspective of how you realize how much you change when looking to your past versus how little you realize you will change in the future. 

 

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Filed under: Cooperative Intelligence | Comments Off on Are you a work in progress? | Babette Bensoussan + Co

Templates for Win Loss Analysis

Posted on August 1, 2014 by ellendnaylor

loss win photoI am now writing my win loss analysis book in earnest, over 2500 words, and adding at least 500 per day although I take Sundays off.

The question I get asked the most often is: “Can you share your win loss templates?”

This is a hard question to answer. While there is some commonality among the questions you want to ask your customers and prospects based on your industry and the things sales, marketing and product developers want to know; you need to use your creative juices. You also want to ask the right questions to answer your goals for conducting win loss interviews and analysis. For example, you might want to learn how your product or service is used, since it might be different from your company’s intention. Product developers will eat this up. Sales people will too if it means they can sell more.

Creativity aside, below is my template to stimulate your line of questioning for win loss interviews.

I break down questions into 4 buckets:

  • Relationship health
  • Company reputation
  • Product/Service attributes
  • Servicing issues

Win Loss Template

I hope this helps you create your win loss interview questions. Stay tuned for more tips on how to set up and execute a win loss program to help retain and grow your business.

In the meantime, feel free to checkout my Slideshare on “The Why, What and How of Win Loss Analysis.”

Win/Loss Analysis book gives you a process to learn why you’re losing business and how to keep more of it!

Receive our 6-page Win/Loss Cheat Sheets

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Filed under: Cooperative Intelligence, Denver, Ellen Naylor, interview, win loss analysis | Tagged: , | Comments Off on Templates for Win Loss Analysis

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