The Wal-Mart Effect

So, you are selling a multi-million dollar health care plan covering nearly 100,000 lives and right in the middle of things, Wal-Mart throws a wrench in the works.

How can that be? Wal-Mart doesn’t sell health insurance. But, still Wal-Mart becomes the pivotal factor in a sales loss for Vision Care:

Primary Intelligence: What were the primary reasons you did not select Vision Care?
Vision Care: “We were impressed with Vision Care’s bid, but it just did not provide that much in addition to what we had with FocusCare. The costs and plans were very close, but we did not really see anything in the Vision Care plan or the Vision Care pricing that would compel us to make a move. We weren’t unhappy with FocusCare. One thing that was a bit of a concern with Vision Care was one of the major vendors that our employees use, Wal-Mart, was not in the Vision Care network.”

Everything else being nearly equal, Vision Care loses because it doesn’t have the right providers in its network. All other value propositions were met and the rates were competitive.

If Vision Care wants to be a serious contender, selling to multi-billion dollar enterprises, this information has to be pushed up to the executive boardroom immediately. This feedback, delivered in a timely fashion, will make a huge difference in the future.

What are you doing to consistently collect sales intelligence? How far does this information travel within your organization?

Let’s talk about Primary Intelligence’s ability to provide feedback on all of your sales opportunities. Your prospects are waiting to tell you how to win next time.

Call me – 801.838.9600 x5050