There are plenty of famous quotes that remind us that we learn more from our failures than our successes. I’m sure you’ve seen them: “We learn from failure, not from success” “Failure is success if we learn from it” “There is no failure, only feedback” This popular attitude may help explain why managers conducting win-loss analyses tend to look to their lost deals for wisdom more often than they inspect their wins. But both questions are important. Knowing why we win is as valuable as knowing why we lose. As you look for insight in your pipeline’s win-loss data, keep [...]
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