Sales Tips: When You Know More, You Win More

Why Win Loss Analysis for Competitive Sales?

Win loss analysis is a branch of market research focused on understanding why companies win or lose new business opportunities. By implementing a win loss program, you can obtain reliable, actionable, and unbiased feedback about how well your sales team performed in recent competitive opportunities. You can identify the best practices of your top performers, your competitive positioning within each opportunity, how well your solutions were received, and much more.


What are the Benefits of a Win Loss Analysis?

A win loss program will reveal the risks and opportunities associated with your sales strategies, your competitor’s strategies, and your target markets. You can learn about your marketplace in a way that exceeds simply knowing about your buyers. Win loss analysis will also reveal the varied buying habits, challenges of your buyers, and your competitor’s strengths and weaknesses.

If you want a clear picture of each sales opportunity and the developing trends across multiple opportunities to help sales professionals win more business, an effective win loss program will:

  • Improve competitive win ratios
  • Establish clear benchmarks
  • Increase sales performance
  • Uncover win-back opportunities
  • Discover the reasons for lost opportunities
  • Increase your competitive advantage
  • Enhance your understanding of competitors

Who Benefits from a Win Loss Program?

Although you may believe the insights from win loss analysis is only for the salesforce, a win loss program will impact every department in your company. Additionally, key individuals can use the actionable intelligence that is captured in a win loss program to make better decisions.

  • Sales Representatives will understand the prospect’s perception about the representative’s abilities and effectiveness. Also, sales reps will understand their strengths and weaknesses, the company’s positioning, their competition, and the overall marketplace.
  • Sales Managers will get data on the key issues that are obstructing their overall sales efforts. They’ll find out why your competitors were selected, the factors most important to buyers, and data on how the market perceives you. This information will help sales managers to focus and train sales reps on the most impactful areas.
  • Product Development will understand how your solutions stack up against the competitors and what features and functionality are most important to buyers.
  • Marketing will receive direct feedback from your buyers as to which messaging is or isn’t resonating. They’ll learn which marketing tools and collateral have the most influence.
  • Executive Management will get actionable intelligence on every aspect of the entire sales process. They’ll learn about new players in their markets and gain insight into current market trends.

Why You Should Partner with an External Third Party

By partnering with an external third party, you’ll obtain reliable and unbiased feedback from your recent sales opportunities. This feedback will help your sales representatives refine their techniques, learn how to effectively target a client’s needs, and tailor presentations that put your products and services in the best possible light. With win loss analysis, you’ll get empirical and pragmatic data to drive your business to make strategic decisions, increase revenue growth, and gain greater market share. (Check out this case study on how win loss analysis changed the conversation for one company.)
Source: Frank Visgatis

Frank Visgatis

As co-founder, President & Chief Operating Officer of CustomerCentric Systems®, LLC and co-author of the CustomerCentric Selling® sales methodology, Frank Visgatis drives the overall direction and strategy for CustomerCentric Systems®, LLC, leveraging 20 years of leadership experience. Visgatis knows how to conceptualize and execute a new business strategy into a winning company. He has done it numerous times - from co-founding a thriving commercial and residential real estate holding company to transforming a private consulting practice into one of the most successful sales training providers in the country. His ability to identify trends and changes in the sales ecosystem has helped improve the dynamic of interaction between sellers and buyers through the development of CustomerCentric Selling® and Sales Ready Messaging®. Visgatis' vision has propelled CustomerCentric Systems®, LLC as one of the industry's top providers of sales process consulting, sales training and Sales Ready Messaging®.

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