If you are making an investment to acquire customers through sales teams, increase your R.O.I. by capturing insight from new customers and lost prospects about their decision to purchase from you or why they did not.
Our approach to Win/Loss Analysis improves performance across all key areas of your business that influences a prospect's final decision.
Optimize Sales Pitches
Identify details about a customer or prospect's decision to improve your value proposition, market segment strategy and future sales pitches.
Enhance Marketing Tactics
Learn what marketing strategies resonated with new customers and lost prospects, how they become aware of vendors, and why they select vendors for consideration.
Determine what advantages you have over your competitors and where they may have an edge over you to improve your marketing message and story.
Uncover what product and service features are most valued and which ones are irrelevant. Determine if you have product gaps that are preventing a purchase.
Our 3 Step Win/Loss Analysis Approach
1. Immersion Session
We begin every Win/Loss Analysis with a company immersion session to identify the current status of your sales efforts, challenges your facing, customer segments targeting, and company goals.
2. Interview Selection and Discussion Guide
Working with your teams, we identify which new customers and lost prospects to interview. Then we develop an interview guide that captures the right insight that helps you achieve your objectives.
3. Conduct, Analyze, Report
We conduct each interview, analyze the findings, identify unmet needs, and beliefs these customers and prospects have about your company’s value. We share insight and provide recommendations to improve future win rates.
- Individual new customer or lost prospect Interview Reports.
- Interview recordings/transcripts (when permitted by the interviewee).
- Summation Report with implications and strategy recommendations.
Win/Loss Analysis Programs
Based on your needs we can configure a Win/Loss program that meets your immediate and long-term objectives or train your teams to execute Win/Loss Analysis as an ongoing internal practice.
Win/Loss Analysis Project
Win/Loss Analysis Program
Win/Loss Analysis Training
A training workshop and process creation, your team will use to execute Win/Loss Analysis on its own..
This workshop helps companies build internal capabilities to conduct Sales Win/Loss interviews, as well as an analysis processes to apply ongoing customer insights.
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