BluIntellegence Win/Loss

Knowing why a sale was lost is essential. Once you're armed with that information, you can really improve your product or service, sales presentation, or other factors that might have contributed to the loss. For the same reasons, it's important to know why a sale was won. Our proprietary methodology gets to the bottom of both scenarios. Clients who are armed with BluIntelligence win/loss analytics have consistently improved win/loss ratios.

BluIntelligence conducts one-to-one telephone interviews, facilitated by our highly trained intelligence specialists. They interview the main contact or contacts at the company where the sales presentation or proposal was given. To maintain objectivity, the person conducting the interview is not told which firm requested the research.

The information that's covered during the interview may include:

Customers' initial and final buying criteria
Perception of all companies pitching the business
Audit of each firm's product or service features, function, and benefits
Sales process, approach, and message
Price-to-value assessment
Additional comments

You gain information from Win/Loss Intelligence that may help you:

Analyze or modify product service offerings, if necessary
Improve your price-to-value offering
Enhance sales training and presentation focus
Improve the efficiency of the sales process
Increase your close rates

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