Sona Sharma's Blog

Win-loss analysis -- Is it all about price? I think not!

If you ask a sales person why they lost a contract, the common answer is, "our price was too high." Or "we don’t have an established relationship with the customer." According to Ken Allred, these answers are just excuses.

Ken is the CEO and founder of Primary Intelligence, a Salt Lake City-based provider of win-loss analysis and customer experience solutions, and has talked to... More