For each sales opportunity studied, Horizon provides a profile of all responses and ratings that that you can review, print, and disseminate to interested people in your organization. This way, you can see how a decision maker dealt with every step of the decision process (from the initial trigger event to seek a solution to the final decision) and share this information with others.

In a Horizon profile, you will have access to the decision makers’ ratings for each vendor in key criteria for company, solution, and sales team categories—providing you with a competitive scorecard for each company. You will also see responses explaining how the final decision was made and what factors led to their final choice.

The Client Viewpoint

All ratings and responses come from the very person to whom you are trying to sell: the key decision maker. Therefore, each response is from the mind of the person who evaluated your company and your competitors. This gives you invaluable insight into why prospects look for outside solutions, how they perceive each vendor and their proposed solutions, and how well each sales team performed in promoting their companies and products.

Head-to-Head Comparisons

Each individual profile gives you rating scores that show how you performed in comparison to your competition, and provides metrics for key drivers (including company performance, product performance and sales performance) that show the level of advantage or disadvantage you had in the opportunity. Using this comprehensive scoring system, you can quickly discern how effective you were versus your competitors.

Independent Analysis

In addition to all the responses and ratings, clients who select the Enterprise level of service will also receive analyst reviews of each sales scenario. This analysis provides objective feedback on what transpired and what could be done to improve the relationship with the prospect. This analysis also offers insight into what strategies could be used in the future for this company or similar sales situations.