Research White Papers
Anova Consulting Group is a thought leader in the world of Win / Loss Analysis, Customer Experience Research, and Churn Analysis. For more information and perspective on our view, please see the white papers and downloadable chapter from Richard Schroder’s book below.
- Winning the Sale: How Win/Loss Analysis Solves the Five Most Common Sales Challenges
Sales organizations often rely on assumptions, not evidence, when evaluating why they win or lose deals. This white paper explains how a structured Win/Loss Analysis Program provides the clarity leaders need by uncovering the real drivers behind sales outcomes through candid, third-party buyer feedback. Drawing on two decades of Anova’s research, it highlights the most common reasons companies lose business, outlines the core components of an effective Win/Loss program, and offers a practical roadmap for implementing a system that measurably improves win rates and drives revenue growth. - Customer Experience Analysis: Turning Feedback into Retention and Growth
In a market where customer loyalty is harder to secure than ever, most organizations still lack clear visibility into which clients are satisfied, and which are quietly preparing to leave. This white paper reveals how Anova’s independent Customer Satisfaction and Experience Analysis uncovers the real drivers of loyalty, exposes hidden risk, and converts raw feedback into strategic direction. Discover how leading companies are using unbiased customer insight to strengthen relationships, improve service delivery, and fuel long-term growth. If you’re ready to transform customer feedback into a competitive advantage, this is where it starts. - Customer Churn Analysis: Turning Departures into a Retention Strategy
Customer churn is often treated as an unavoidable cost of doing business, but in reality, it’s a powerful source of intelligence hiding in plain sight. This white paper reveals how Anova’s Customer Churn Analysis uncovers the true reasons clients depart through independent executive interviews and structured trend analysis. Learn how organizations convert departure data into clear retention strategies, strengthen product-market fit, and reduce preventable losses. If you’re ready to turn churn into a strategic growth asset, this is your starting point.
- From a Good Sales Call to a Great Sales Call
“In 2011, McGraw-Hill Publishing introduced “From a Good Sales Call to a Great Sales Call” by Anova Consulting Group’s founder and president, Richard M. Schroder. Download a sample chapter from “From a Good Sales Call to a Great Sales Call.”
Download Chapter (PDF) » or order the book through Amazon.
