Changing Your Sales Outcomes

(Graphic Summary)

Your sales team might tell one story—we lost due to price! But buyers tell another. From 1,000 competitive bids, buyers explained what losing vendors could have changed to turn over 33% of lost deals into wins (hint: it’s not all about price). This visual journey guides you through the most common missteps, how to avoid them, and how to dramatically improve your win-rate as a result.

Highlights include:

• What areas of the sales process matter most to buyers
• The top three lapses in understanding a buyer’s needs and how to correct them
• The top three product pitfalls and how to avoid them
• When price does (and doesn’t) prompt a loss
• Success stories demonstrating best practices