The win:loss challenge
In complex selling situations, the cost of sale is high. Extensive time and resource is spent coordinating customer-facing teams to differentiate the offering and demonstrate a commitment to the potential partnership. Price is seldom the deciding factor and the true reason for winning or losing a mandate is often left unknown.
Customers are more receptive to giving feedback to an independent party, and a structured and consistent process demonstrates a commitment to improve. This makes the customer more willing to share their experience of how well the vendor approached, communicated and addressed their objectives from an individual, team and business perspective.
/ Our Approach
Our independent win:loss methodology gives customers a non-confrontational forum to share insight into their procurement process. The feedback is gathered through a combination of online survey and remote sessions, with each touchpoint focused on a different aspect of the decision-making process. This guarantees the integrity of the data upon which internal teams rely.
Independent win:loss is a critical component of strategic sales enablement and intrinsically linked to our holistic suite of services.
