Sales Intelligence - Misalignment between You and Your Prospect

The greatest chance of sales success for your company is to propose a solution that clearly matches the needs of your prospect. In a perfect world, the only thing that would matter would be the product, service or solution your company offers. But often, the sales process hits a snag.

Where you thought an opportunity was headed down the right path, suddenly, it is stalled, or worse… you are informed that your role in the sales process has ended. This is a reality of sales, but do you ever really get the feedback you need to understand what happened and why? How well is your sales management able to identify when something unusual happens during the sales process to help or hinder your chances of success?

Benefits
For an organization to succeed, intensely managing service quality is absolutely essential. It is only through customer alignment that the organization is on track toward a single, shared vision of customer focus and customer value—a vision that energizes people and the organization to accomplish extraordinary things. The point at which your company ceases to show tight alignment with the prospect during the sales process is likely to be accompanied by the sound of a door closing.

Marketing
Alignment is one of the most important goals of marketing. When marketing can show how the company’s solutions parallel the needs of the prospect, lead generation efforts will function more efficiently, competitive forces will be weakened and commoditization avoided.

Sales
Sales professionals often know when they have lost a sales opportunity, but they rarely receive consistent, straightforward feedback telling them where their effort weakened and the competition surged ahead. Feedback on the moment of truth will help increase the likelihood of a positive result in a similar future situation.



Recommendations

Provide new clients and lost prospects the opportunity to discuss the event horizon of the opportunity.

Be ready to listen without defending misunderstood messages.

Primary Intelligence typically includes this question line in its Win Loss Analysis solution.

Perhaps, we should chat about a process that would help you find answers to this type of question. (cdalley@primary-intel.com, 801-838-9600 x5050)