Buyer Experience Feedback
In order to succeed, you not only need to know what worked and what didn’t in your sales opportunities; you need to know why they worked (or didn’t), so that you can use this information to ensure success in the future. To achieve this understanding you must perform win loss analysis. Win loss analysis is a comprehensive solution that analyzes the buyer’s experience with your company, your sales team and sales process, the buyer’s evaluation of your solution, the pricing of your solution, and how you compared with the other vendors they evaluated (your competitors). A properly implemented program will reveal the major initiatives the buyer was trying to address in their purchase decision, their identified success factors, and any barriers they encountered during their evaluation.