Winning is everything, and Win Loss Analysis from Primary Intelligence will help you win more—a lot more. Primary Intelligence is the world leader in optimizing sales teams through competitive intelligence, and its Win Loss Analysis solution gives you specific, accurate information at the opportunity level that will optimize your team’s efforts and increase your top-line revenue in a measurable way.

Win Loss Analysis reveals the risks and opportunities associated with your sales strategies, your competitors’ strategies, and your target markets. It exposes the buying habits, challenges, and adoption rates of your customers, your competitors’ customers, and your mutual prospects. Win Loss Analysis provides you with empirical yet pragmatic information that drives your sales, product, and marketing decisions toward greater competitive advantage, greater revenue growth, and greater market share.

Win Loss Analysis Benefits:

• Improve your win/loss ratio by 10 percent or more
• Identify real-time trends in your marketplace
• Understand the customer’s decision-making criteria
• Know how your competitors are winning business from you
• Identify the training needs of your sales organization

Win Loss Analysis Includes:

• Opportunity Assessment: A process that identifies the customer’s critical needs and requirements for a solution
• Competitive Assessment: An objective analysis of competitors’ actions, strategies, and tactics
• Decision-Maker Assessment: In-depth interviews with decision makers to assess their perceptions, process, and ultimate selection criteria
• Strategy and Tactics Assessment: An assessment of the effectiveness of your company’s strategies and tactics
• Predictive Analytics: A statistical modeling process that indicates areas to improve with the greatest return on investment

Win Loss in the Client Cycle

Win Loss Analysis targets the actionable portion of the Client Cycle—the purchase decision (see figure 2). Win Loss Analysis targets the points of information that are inherent during the client’s purchase decision. However, Win Loss Analysis impacts all stages of the Client Cycle because the gathered information gives insight into both pre- and post-sale perceptions, desires, and thought processes of the prospect.

By obtaining reliable and unbiased feedback from your recent sales contacts, sales professionals can refine their techniques, learn how to effectively target a client’s needs and the correct decision makers, and put your company in the best possible light.

State-of-the-Art Methodology

The art and science of selling changes constantly. That’s why Primary Intelligence continuously improves its Win Loss Analysis program by incorporating industry best practices and the latest findings from empirical research. Consequently, you won’t find a more advanced assessment methodology for analyzing competitive opportunities.

Primary Intelligence has conducted thousands of Win Loss Analysis projects since 1998. It has converted the process from the simple collection of public information to a science that provides metrics and analysis that can literally transform a sales team and the corporate strategies that surround it.

Predictive Analytics

Primary Intelligence has aggregated its extensive archive of win loss studies to quantify best sales practices across industries. The result is three core drivers of sales success, each of which is made up of 10 to 15 elements gathered in win loss interviews.

Primary Intelligence has added a statistical modeling engine to the trending process, predicting key impact points that will generate the greatest improvement in win ratios with the least amount of resources.

With predictive analytics, Primary Intelligence is able to provide an in-depth analysis of strengths and weaknesses that is simple and easy to understand. The results give you a clear path to improving sales practices and product enhancements that bring the highest return on investment.

Delivery

Win Loss Analysis reporting is delivered through its proprietary online dashboard named Horizon

By using Horizon, you get real-time access to project data with immediate access to individual profiles, trending statistics, and cross-tabulation technology. Not only that, but you can also track the status of your project through the Campaign Status module. This helps you see how much of your contact sample has been used and how many interviews have been completed.