- Which competitors do we most often lose to and why?
- Which competitors do we most often win against and why?
- How do our competitors sell against us?
- What are our competitors' unique selling propositions?
- What external or internal factors influence our customers' purchasing decisions?
win / loss analysis
a simple Win/Loss Analysis can be the key to increasing revenues.
Will a Win/Loss Analysis make the sales department nervous? Probably. Will it give them a better chance at making the next sale? Absolutely.
In today's competitive climate, the speed of conducting business is only limited by how fast one can think. What held true several months ago in your prospects' minds or the competitive landscape most likely is redefined. It's wise to take nothing for granted, even when it comes to the information provided by your sales force. They know the client, but do they really know what the client is thinking? Maybe. But if revenues are static, it might be time to start questioning the answers. A simple Win/Loss Analysis could reveal some flaws in some of your most fundamental assumptions.