Winning Even When You Lose: Using Win/Loss Research to Gain Critical Marketing Insights

Jen Berkley Jackson

Jen Berkley Jackson

Sometimes you win, sometimes you lose. But how often do you know the real reason *why* you are or are not chosen by customers? Having input from both won customers and lost prospects on some key questions can provide insights about purchase considerations, perceptions of your company vs. your competitors and more, including:

What criteria are buyers using to evaluate us?

Who did we lose to and why?

What can we learn/do better in the future?

Organizations that conduct ongoing win/loss research have the critical information at their fingertips which can help make decisions about marketing messages, product features, and sales approaches among other critical marketing decisions.

Join us for the next BMA Marketing Roundtable when Jen Berkley Jackson of The Insight Advantage will discuss:

  • Benefits of doing win/loss studies
  • Tips for conducting successful win/loss studies
  • Who should own win/loss studies within the organization

BMA Members: $17/person*
BMA Partners: $22/person*
Non-Members: $32/person*

(please register in advance–additional $5 fee will be charged for day-of-event-walkins.

Please allow enough time for morning traffic so you can arrive in time to enjoy the speaker.

Date: Tuesday, June 28
Time: 8:30 a.m. to 10:00 a.m.
Location: Scott’s Seafood Restaurant and Grill, Palo Alto CA

Register now

This entry was posted in Marketing Strategy and tagged , , , , , . Bookmark the permalink.

Comments are closed.

  • Upcoming Events

  • What’s New

    Article: "How Great Consultants Can Stand Up and Stand Out" by Linda Popky on Women in Consulting - Read article!

    Article: "5 Ways to Make Organizational Friction Work for You" by Linda Popky on MENGonline - @popky #MENGonline #Marketing - Read article.

    Podcast: Interview of Linda Popky about Using Friction to Improve Your Marketing by Gene Hammett on Leaders in the Trenches.

    SAC® Press Release: "Consulting Society Announces Leadership Change, Expanded Offerings" – Read release.

    Podcast: Linda Popky interviews Ivan Misner who tells us why having the right mindset makes all the difference in the world with networking. - Listen.


    Take our Marketing Above the Noise Assessment.

    Video: Just a Moment for Marketing: A Hero Whose Time Has Come. Take your inspiration from heroes who bring out the best in us. – View the video.

    NEW eBOOK: Top of Mind: 101 Insights to Transform Your Business
    Purchase PDF or ePub book.
    Top of Mind

    Book Video Trailer How can your message be heard in today's crowded, chaotic environment? Learn more about Linda Popky's new book, Marketing Above the Noise: Achieve Strategic Advantage with Marketing that Matters, in this short video trailer.

    Harvard Business Review: "Identify the Marketing Metrics That Actually Matter" by Linda J. Popky - Read article

  • Read Our Blog

  • Subscribe to the Top of Mind Thursday Newsletter

    Free articles download with sign up
  • Marketing Above the Noise

    Introducing Dynamic Market Leverage™, an approach to help cut through the clutter, stand out, and effectively build business.

    Marketing Above The Noise

    What's Inside Available in Hardcover and eBook formats