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What are the Key Benefits

Subscribers can identify market segments they are strong/weak in and why.

Reduce costs by qualifying and pursuing only genuine RFI requests.

Identify points of competitive attack.

Identify competitors' sales strategies and product positioning.

Understand the customers decision-making criteria in depth.

Provides an independent view of the conduct and professionalism shown by sales and support staff

Highlights the external influences that had a bearing on the final decision

Measures the client's confidence in the supplier's implementation partners.

Why Use a Third Party

Most organisations have a process in place to find out the outcome of a sales engagement, however, if you use your sales executives or managers to conduct win/loss analysis you may not be getting the facts.

Salespeople are not focused on finding out why they have lost and their efforts would be directed the next sale. It is difficult for representatives from your organisation to be objective when faced with negative comments from customers and prospects, they will likely try and overcome objections rather than report the facts in an unbiased manner.

As a third party has no association with either the vendor or prospect it is able to report back in a truthful and objective manner.

Links

 Win/ Loss

 What is Win/ Loss, Why Win/ Loss

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