Why Win Loss Will be the Most Powerful Competitive Intelligence You can Find

Experts agree on the following reasons:

1-You still really don’t know why you win and why you lose
2-The bottom half of your sales group still can’t make quota and you don’t know what they are doing differently than the top 20%
3-Your competitors are changing tactics regularly, just like you. How else will you find out what they are saying and doing?
4-Individual opportunity reviews will show you exactly what the prospect thought. (And really. You only care what the prospect thinks.)
5-The biggest, most successful companies in the world are doing win loss regularly
6-You won’t land in jail after doing some stupid espionage competitive intelligence thing.
7-Your competitors are studying you right now with their own win loss program
8-If you learn to use win loss data, you can apply that knowledge and process to account retention, which could make a HUGE difference in your revenues
9-Your executive board expects the sale group to increase market share and revenues.
10-You don’t win 100% of the time.

Now, you have to do a formal win loss process. This means that you don’t spend time interviewing the sales reps or pulling some statistical data from your SFA tool. You have to interview your new clients and prospects and listen to what they have to say.

Some of them will tell you that your baby is ugly. Some of them will have a complete misperception of your products, services or sales pitch. None of that matters. If there was a misperception and you lost the deal, it is your fault. The only way to fix the problem is to identify it in the first place.

And, after dozens of thousands of interviews, Primary Intelligence is the unquestioned leader in win loss research, post-sales analysis and sales optimization.

Let’s talk about how win loss analysis can benefit your company right now and into the future (cdalley@primary-intel.com, 801.838.9600 x5050)