Customers

Fidelity Investments, New York Life, ADP Retirement Services, Putnam Investments, T. Rowe Price, Diversified Investment Advisors, Charles Schwab, AXA Equitable, DWS Scudder, ADP Screening & Selection Services, ADP Insurance Services, The Hartford, DST Retirement Solutions, PNC, Prudential, John Hancock, AdvancedMD, Financial Engines, Ceridian, SuccessFactors, Great-West, McCready and Keene, Captrust Financial Advisors, OneAmerica, Pentegra Retirement Services, BlackRock, Acadian, Barrow Hanley

"The Win / Loss sales
training that Rich provided at New York Life's Retirement Advisory Council was insightful and delivered in an easy to comprehend format.  His ability to provide both a structure and process for developing a reliable Win / Loss Program for financial advisors was very much appreciated by our guests.  Many advisors complimented the presentation and told me they were inspired to incorporate the program into their business practices."

-  Mark Strazzeri

Managing Director

New York Life

 

Win / Loss White Papers

Download a Sample Chapter from "From a Good Sales Call to a Great Sales Call"

 

Why Companies Should Implement a Win / Loss Analysis Program (White Paper) 

 

How to Implement a Win / Loss Analysis Program (White Paper) 

 

Five Common Sales Issues That Impact Salespeople's Ability to Win Deals (White Paper) 

 

Win / Loss Articles

 

Improving Post-Decision Debriefing With Prospects (Master Salesmanship Article)

 

Book review of "From a Good Sales Call to a Great Sales Call" (Competitive Intelligence)

 

Book review of "From a Good Sales Call to a Great Sales Call" (Blog Business World)

 

Q&A with Richard Schroder on "From a Good Sales Call to a Great Sales Call" (Blog Business World Article)

 

Author Showcase (Salesopedia.com)

 

Q&A with Rich Schroder on "From a Good Sales Call to a Great Sales Call"

(Salesopedia Article)

 

Five Proven Ways to Improve Your Post-Decisions Debriefs (Jeffrey Gitomer's Sales Caffeine Article)

 

Win / Loss Analysis: A Strategic Imperative (Strategy Driven Article)

 

Seven Reasons Sales Managers Should Consider Implementing a Win / Loss Program (Salesopedia Article)

 

Win / Loss Analysis: A Proven Program for Winning More Business (Sales & Marketing Management Magazine Article)

 

How to Learn From Lost Sales & Win More Business (Sales Pro Magazine Article)

 

Win / Loss Radio Coverage

 

Podcast with Rich Schroder on "From a Good Sales Call to a Great Sales Call"

 

AOL Small Business TV Clip for "From a Good Sales Call to a Great Sales Call"

 

Radio interview with Rich Schroder on WKXL-AM Financial Spectrum Show

Win / Loss Sales Training

Knowing why a salesperson wins or loses business is important, but collecting and making that information actionable can be a challenge unless the work is undertaken in a disciplined and systematic fashion. 

Anova’s Win/Loss Sales Training program will teach your salespeople and intermediaries (brokers, consultants and wholesalers, etc.) a three-step process for debriefing former prospects, collecting useful strategic information and then making tactical adjustments in their approaches so they can win more business. 

The program will help your salespeople (or intermediaries): 

• Increase win rates by learning how to conduct more comprehensive, formal post-decision debriefs

• Learn why former prospects often are not candid about their reasons for choosing to work with competitors

• Develop comfortable and non-threatening approaches for questioning new clients and former prospects so they provide more honest and direct feedback (both during the sales process and post decision)

• Benchmark sales results against the five most common reasons for lost sales

• Learn how to use debriefing feedback to adjust marketing, sales, product development and client service strategies

Additional Capabilities