There are a variety of reasons why companies lose or win business. Many companies avoid analyzing the situation and continue in the same rut as before. Others perform a superficial analysis that unfortunately does not contribute any deeper insights. This results in missing out on valuable information, which risks hampering the company's development.
We at Quicksearch know that a deeper understanding of what lies behind won and lost deals leads to increased sales and better margins. With the help of data-driven and fact-based analysis, an edge over competitors is enabled.
Salespeople who know their customers well and have insight into the factors that go into winning or losing business with them are more effective in their sales.
Quicksearch collaborates with the research and management consulting company ProSales and offers the market a unique solution for Win/Loss analyses. Quicksearch's proprietary platform for collecting and measuring valuable facts about important parts of the sales process in combination with ProSales' research and analyzes in B2B sales becomes a powerful tool for companies to strengthen their offer and organization.
ProSales Systems CEO, Andreas Albiin, writes in a blog post that there is far too much gut feeling that guides the important decisions and activities instead of trying to work data-driven and systematically. His advice is to patiently measure, coach behaviors and to measure again. All decided business opportunities should be analyzed and preferably by a third party in order for it to be as objective an assessment as possible.
At The Sales Conference, which takes place on November 14 in Stockholm, Andreas will tell you more about how to succeed with customer-driven sales. By regularly asking questions and collecting data about customers, we can acquire intelligence and knowledge with the aim of developing the individual as well as the team and the company. The goal of the lecture is to, through a real customer case, inspire the audience to get started with this change.
Want to know more about why companies should perform Win/Loss analysis? Click HERE to download our white paper.
