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Win/Loss Analysis
The Voice of the Customer can answer some of the most critical questions facing organizations today. And in an environment of scarce resources and competing priorities, focusing on areas that matter the most to customers is vital to a company’s continued success. Win/Loss Analysis from BluIntelligence applies the Voice of the Customer to help organizations pinpoint why a deal was won or lost in the field. It provides executives with a clear, objective picture of what happened and how prospects made their buying decision.
The buying decision is influenced by many factors that span Marketing, Sales and Product effectiveness, any one of which can mean the difference between winning and losing. Knowing why you won or lost is critical to the sales team. Win/Loss Analysis will help you:
Understand how to win more deals in the future
Shorten your sales cycles
Improve satisfaction and renewal rates
But win/loss insights are also critical to others in the organization, specifically the Marketing and Product teams. Gaining insights directly from the market is essential and can help to answer many critical questions:The information that's covered during the interview may include:
Am I targeting the right people?
Is my solution aligned with their needs?
Which of my marketing channels are reaching my target market?
How well do my marketing messages resonate with my target market?
Am I well positioned on issues that matter most to prospects?
Do I have the right tools to support my sales team?
Is my Sales Force effective?
Which Sales behaviors effect the buying decision?
Are we establishing the value necessary to support our price?
BluIntelligence has developed a tuned survey instrument designed to reduce both question and response bias, ensuring the most accurate outcomes possible. Additionally, our field analysts are seasoned professionals who are trained to actively listen to customers, seek honest, candid responses and to probe for underlying sentiment.
The data is then compiled and analyzed. Unlike many other research firms, BluIntelligence measures itself on customer results, not the amount of data collected. Which is why we ensure that the final deliverable is a set of actionable recommendations that can be implemented to improve performance.