When Competitive Price Discounting Becomes Your Company’s Biggest Weakness!
The company’s strategies were not working. In fact, the majority of their loss deals, the buyer had a budget that was OVER the total cost proposed, and they ended up spending more money with the competitor. So why were they losing on price?
Don’t Sell Blind: The Importance of Understanding Buyer Needs
Executive buyers appreciate sellers that focus on business outcomes, help understand the barriers to achieving them and articulate the relevant capabilities that can be used to address them. Once compelling value has been established, buyers are incentive to accelerate the decision process as they realize delays mean benefits are not being realized.
Win Loss Programs: Why Such a Bitter Pill for Sales?
Despite both active and passive resistance from some sales teams, most organizations are using Win Loss data to assist their sales representatives.
Putting the Air in your Win Loss Analysis Program Sails
Primary Intelligence asked Win Loss practitioners for their advice to companies who are just starting out on their Win Loss journeys. This blog post shares a summary of these experts’ best and brightest ideas.
Trust Me! Why Building Trust Gains Buyer Loyalty
As buyer loyalty in the B2B industry has changed, building trust has become increasingly important. Instead of reliably buying from the same, single vendor year after year, B2B managers now look for the best value and the highest performance to solve their company’s needs.
What the Buyer Disclosed Surprised the Sales Team
In blissful ignorance the client would have missed a key component and enforced policies around training the sales team on how to properly present and the solution team on attention to detail in the requirements. A lot of wasted time and effort on both the stakeholder’s and team’s side.
Teasing the Hairball Out of Your Head
One of the gems Tamara left us with is the importance of getting assumptions about who important buyers are out of people’s heads and onto the table, a process she likened to “teasing the hairball” out of our minds.
- Win Loss Best Practice Series: Four Ways to Eliminate Bias in Your Win Loss Analysis Surveys
- After the Customer Interview, Turn Feedback into Action
- The Compartmentalization of Competitive Intelligence in a Company
- Customers vs. Prospects: Aligning Customer Experience and Win Loss Analysis
- 3 Ways Successful Companies Use Win Loss Analysis