Impact

“Highly interactive workshop. A great learning experience. I enjoyed the thorough discussions because of the exercises.”

Director of Strategy, Sweden

"As the person responsible for global sales, one question kept me awake at night: why are we really winning or losing deals and what would it take to win more? The usual explanations, price and features, felt too easy, and often wrong."

1. Challenge

• Built a global win–loss analysis program that revealed the real reasons behind decisions.

• Examined the full sales process, including the questions asked and those left unasked.

• Identified customer decision criteria, evaluation rules, and product-related factors.

• Uncovered the subtle drivers and perceptions that ultimately shaped the final choice.

2. Approach

The clarity gained was game-changing.

Within one year, our win rate jumped from 56% to 71%, an increase worth nearly $50 million.

3. Outcome

WIN LOSS

Impact is only meaningful when it is felt in decisions, in performance, and in people.

These cases demonstrate how our approach turns complex challenges into clarity, action, and measurable results.