See all Outcome Reasons, find pricing and KPI data, and more

All Outcome Reasons are Available in TruVoice

Adding all outcome reasons to TruVoice has been one of the most requested features we’ve received since release. Along with expanding outcome reasons to show all reasons for wins and losses (and not just the top 3), we’re introducing an entirely new view of your outcome reasons. You can now toggle between a Summary or a Detailed view of your outcome reasons and view all reasons you win or lose in a chart or table format.

Find all of your reasons for winning or losing by:

Selecting the “Go to details” arrow in your main Outcome Reasons tile.

Then, look for the “Show More” option on your table or chart. Clicking “Show More” will expand your view to list every reason you win or lose. If you’re in table view, you can also see the raw frequency that each reason was a major or minor impact reason.

The new “Details” view now shows your outcome reasons by category or driver. We’ve rolled up all of your outcome reasons into broader buckets, so you can see if you win most frequently due to your sales process or solution, for example.

We often use these categories to frame outcome reasons; this is especially helpful if you’re introducing reasons you win or lose to a new audience. These bigger categories provide context for deeper analysis or discussion. In our example below, our client has a solution-related strength in nearly 90% of their wins, which makes for a great launching point when talking about specific solution strengths.

ICYMI, a little while back we added the ability to export all of your outcome reasons into Excel. This export also includes the “category” for your reference. Click here to see how to export.

How Important is Price? How do you Perform in KPI’s?

TruVoice can now answer both of these questions for you. In the detailed page for, “Importance vs. Performance”, you can find out how important price is to compared to other evaluation criteria. TruVoice also uses a percentile importance score to indicate importance.  Across all evaluation criteria, you can see how important each criterion is on a scale of 0% to 100%.

The percentile importance score has numerous benefits–one of them being that it is more viable to track importance over time and see if criteria “jump” from one percentile score to another. (For those of you accustomed to our weighted importance score, you can still find that as well in TruVoice.)

Compared to other evaluation criteria, how important is price to your buyers’ purchase decisions?

Your KPI performance is also available in the detailed view for “Importance vs. Performance”. And, you can also find out our your competitors stack up in KPI’s too.

You can find both pricing and KPI data by:

From the main Dashboard, locate the, “Your Performance vs. Importance” tile

Click the “Go to details” arrow in the top right

From the Importance vs. Performance page, click the “Go” arrow again

Questions and Answers Tile Includes More Question Types

We’re systematically expanding the list of available questions in the “Questions and Answers” tile. In addition to all open ended (qualitative) questions, this view now contains additional close-ended questions. You can now find an aggregate view of how respondents answered questions, such as:

Would you select the winner again? Did competitors do anything exceptional in their sales process?

Thank You

Did you know that each feature highlighted in this post was a result of your feedback? Thank you for sharing how we can improve TruVoice! We look forward to representing more of your ideas in each upcoming release. Click here to visit our UserVoice site to add and vote on your favorite features.

Log into TruVoice

 

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