Win/Loss Program

The ultimate goal is to improve your win rate. Survey invitations are sent to clients you recently won and to non-clients who chose your competitors. The same questions are asked of each, so that performance comparisons can be made of you and your competitors.

Challenges include:
 

• Knowing who your competitors are and how you stack up against them

• Knowing why you win each deal

• Knowing why you lose each deal

• Understanding your company’s value proposition and communicating it clearly and forcefully

• Being knowledgeable about purchase decisions of current customers, i.e., is share of wallet increasing or decreasing

• Providing sales representatives with detailed information on where you stand against competitors and arming them with the ammunition they will need at the individual competitor level

• Ensuring that feedback is fed back to the appropriate groups, such as Engineering, Marketing, and Support

• Tracking performance of sales representatives

Our Solution includes:
 

• Customer/non-customer feedback: who was on short list, strengths and weaknesses of each, deciding factors, sales representative’s performance

• Operational data: number of pre-sales contacts per deal, time spent on selling and non-selling activities

• Financial data: size of each deal, value of deals won, value of deals lost, potential lifetime value of deals won, potential lifetime value of deals lost, monthly sales/maintenance revenue, key accounts revenue trends

• Reporting: Strengths and weaknesses by competitor, your sales record against each competitor, Alerts to identify at-risk customers, Alerts to highlight declining success record against specific competitors

• Best Practices in customer intelligence programs and dashboard reporting

Business Benefits include:
 

• Increase current sales

• Refine product/pricing configuration in order to win future sales

• Refine sales messages and techniques in order to win future sales

• Use intelligence gained to identify customers who are at risk

• Use intelligence gained to win back lost customers

• Track sales representatives’ performance to coach and train for greater successes

• Strengthen relationships with current customers

• Ensure that you remain competitive in the marketplace