Sales consulting firm discovers valuable return on investment through win loss program

Challenges

• Work on internal solutions to leverage more customers through better products
• Streamline their services and product offerings
• Gain a better understanding of wins and losses

Solution

• Attained competitive insights to understand customers’ business needs
• Fine-tuned products and services to provide both off-the-shelf and customized solutions
• Created a common learning environment for all employees by sharing collected intelligence

Why Primary Intelligence

• On Using a Third Party
  “When people talk with a third party like your company, they tell you much more cleanly than they would tell me. What I mean by ‘cleanly’ is that they say what they really feel.”
• On Partnering with Primary Intelligence
  “We have had a great experience as a [Primary Intelligence] customer. We are trying to learn what we do that works, and to really understand what isn’t working, so we can get better.”
• On Sharing Collected Intelligence
  “We share the complete report with all employees, because why shouldn’t we all know that stuff? If you did something great and you got some accolades, good for you. If you did something bad, and you got nailed, well okay, let’s learn together.”

“I am perplexed as to why a company would not do this. I recommend this to all of our customers. The ROI is a no-brainer.”
—CEO, Sales Consulting Firm