Win Loss Analysis Best Practice Series: How to Beat an Incumbent in Sales
Convincing a prospect that you offer the best solution and they should make the changeover to your product/service may appear to be a dauntless task. Nonetheless, there are ways to win them over and beat the incumbent.
After the Customer Interview, Turn Feedback into Action
Increased revenue, saving existing relationships, and applying the key learnings towards future opportunities should be the result of actionable intelligence gathered during customer interviews. No one likes to lose, but in sales it is going to happen. Instead of looking around for someone to blame, the key is to gather as much information as possible about why you lose and then apply those learnings to future opportunities. If done correctly, the improvements made as a result of the feedback should help to reduce the number of losses that happen.
The Compartmentalization of Competitive Intelligence in a Company
At Primary Intelligence, we have a strong value proposition and were pretty good at communication the message. To us, the true value of what we do is obvious. The list of people in a company that should benefit from our services is well defined. In other words, were a simple plug-in solution that solves a set of problems and provides an expected value.
Customers vs. Prospects: Aligning Customer Experience and Win Loss Analysis
There are more questions that can and should be asked; the important concept though is that you need to design your research to be able to make appropriate comparisons between the two groups of customers. Without the ability to align the needs of customers and the wants of prospects, I cannot understand what my products need to satisfy the differing desires of each.
3 Ways Successful Companies Use Win Loss Analysis
Win Loss Analysis can provide you with a clear path to the answers you seek. In the past, win loss analysis has been used solely as a way to evaluate and adjust sales performance, but more and more companies are discovering the usefulness of win loss analysis as a tool to be used for much broader, more strategic purposes.
What is Win Loss Analysis?
What is win-loss analysis and how can it boost your B2B sales win rate, go-to-market strategy, and revenue? At the most basic level, win loss analysis helps sales, marketing, and product leaders understand the reasons for their organizational wins and losses so that they can…
8 Tips for Successful Win/Loss Analysis (How Sales & Marketing Can Drive Growth)
Many sales, marketing, and product management leaders recognize win loss analysis as an important factor in fueling revenue growth and understanding buyer appeal.
Win Loss Best Practices Series: 3 Easy Steps to Winning Back Lost Business
While there are multiple benefits of win loss analysis, winning back lost business from a competitor can be a sales rep’s sweet spot. So the sales deal got away from you. What now?
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- Corporate Visions Acquires Primary Intelligence
- Primary Intelligence Partners with Crayon to Launch the First Ever Technical Integration that Combines Win-Loss Data Analysis with Competitive Intelligence
- Win-Loss and Sales Training
- Win-Loss Analysis: The Key to Impactful Sales Enablement
- How to Build a Winning Go-to-Market Strategy