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Win Loss Analysis
Independent
Win Loss Analysis
Are your team losing too many deals? Is the win-rate lower than you need it to be? Our Win Loss Analysis service will interview your clients to understand what is going wrong.
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We have run Win Loss Analysis for multiple customers across multiple sectors. Our independent viewpoint means that we can ask the difficult questions that the sales team are just not able to ask and to get an honest answer to.
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We build rapport with the client and ask them a structured series of questions that aim to understand why the deal was lost (or indeed why the deal was won).
The Real Story
The Loss Review starts in a simple way. Let's review your won and lost pipeline - no customer should be off-limits. We need to hear the unvarnished truth of your funnel issues. From that point, things move quickly. The Viewpoint Analysis team arranges the customer call so the customer is able to share without concern for who may be listening. If we are to find the real nuggets - the real deep-seated challenge, we need to dig for it.
World Class
ROI
When we get Win Loss Analysis right - it will undoubtedly move the needle for your team's quota performance. There is no question. If we can interview enough 'wins' and enough 'losses' we will find a theme - indeed we expect to find a number of themes. There will be clear reasons why you lose. There will be clear reasons why you are winning. Let's unearth those - do less of the former and more of the latter.
The beautiful thing about Win Loss Analysis services is that we can make a tangible impact on your quarter or year - in little to no time at all. Some findings might be hard to do something about - those you need to think about and turn the dial slowly. But others - well they will be simple to fix, maybe challenging - but generally you can impact current late-stage pipeline very quickly. The ROI for the Viewpoint Analysis investment will not be challenging.
What can't
You See?
You will more than likely be surprised by the output of the Win Loss Analysis. You will wonder how you didn't see the problem before - or why you didn't react if you were already aware of the challenge. Our job is to uncover the issue - to take your blindfold off.
Win Loss
Analysis
PAckages
We offer packages for country, region or global Win Loss Analysis - or product-specific investigations. Packages usually start at 10 reviews in order to provide sufficient statistical data points but culminate in a full report and presentation of our findings. We can provide smaller packages upon request.
Typical
Findings
There are a multitude of reasons for winning and losing a sale. The most common tend to be one of more of the following. But for you - it can literally be a million dollar question:
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Pricing.
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Executive alignment.
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Demonstration.
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Technology look and feel.
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Salesperson.
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Experience.
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Customer references.
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Reputation.
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Discounts.
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And maybe another hundred more...
