| We all have deals that recently were won, and deals that recently were lost. We all know that these recent “evaluators” are a superb source of information. Recent evaluators not only know our product, they know what it is like to buy from us. They know our competitors, too. Can you get this information from your sales channel? Rarely. Sales reps struggle to be objective in their own self-analysis. Moreover, the sales rep is usually the last person a buyer wants to hear from, especially for a recent loss. Yet, the value of the data captured in win/loss analysis is indisputable. Customers who use win/loss analysis regularly have seen that fully 50% of all losses have nothing to do with the product, but rather with the process of buying from the vendor. Can you imagine cutting your losses in half – without a product release cycle? DELIVERABLE: This service delivers ten reports based on direct onsite visits with recent evaluators. These reports will be summarized to identify key areas of change that will directly improve future sales. For products that have a high volume of sales transactions, these anecdotal reports are complemented by web-based surveys of a larger set of recent evaluators.
|
