focusWin/Loss Analysis

Win/Loss Analysis Increases Revenue

IMPROVE SALES PERFORMANCE; GUIDE SALES TRAINING, UNDERSTAND CUSTOMER’S BUSINESS DRIVERS

WyldeMonetti resolves your Sales Effectiveness concerns by performing direct client research to obtain non-biased customer intelligence. We develop programs that deliver improved win rates, better revenue realization and increased retention rates.

Do you know what your customers say about you when you’re not in the room? Have you been losing deals with prospects who should be a perfect fit?

Win/Loss Analysis gathers information about the sales process (competitive intelligence, sales team performance, brand perception, product) and uses that data to deliver comprehensive insight to Sales, Marketing, Product and Operations groups. This data can be used to guide the product road map, enable targeted sales training and identify process gaps.

On average, Sales Professionals who participate in Win/Loss Analysis improve their win rate by 10-15%. We provide competitive intelligence and make recommendations to improve your sales processes through our Sales Win/Loss Analysis.

Our win/loss program helps you make good strategic decisions and decisive tactical maneuvers. It keeps you in touch with your marketplace and provides you with the business intelligence to anticipate new market trends and opportunities.

Why Use a Third Party for Win/Loss Analysis?

Buyers are more candid with an objective third party than with your internal resources, even if those resources were not involved with the deal. Buyers don’t worry about damaging a relationship, dealing with a defensive sales professional or being ’re-sold’ when a third party conducts the interviews.

info@wyldemonetti.com 855-946-5677

WINS VS. LOSSES

Which should you review?

People commonly believe that

you can learn more from a loss

than from a win, but that is not

always true. Interviewing your

wins highlights areas of strength

in your sales process and

identifies best practices that you

can apply to other opportunities.

Surveying your wins enriches

your customer relationships. It

demonstrates a commitment

to better understand and serve

their business needs based on

their feedback.

We begin with a focus on identifying clear objectives. What do you hope to learn? The answers to this question help guide the process. Do you have a new product launch? Are you trying to penetrate a new geography? Do you want to track all wins and losses above a certain revenue amount?We conduct surveys on recently won or lost sales deals to determine purchasing decision drivers, possibility for future sales, and strengths/weaknesses.We delve into three components that impact a sales transaction: the buyer,

the sales professional and the competition.First, surveys are conducted with the Sales Professional on significant deals. This approach allows us to understand the history of the transaction and sales relationship. Next we interview the buyer and ascertain what factors motivated them to choose the supplier. We use both qualitative and quantitative questions throughout the interviews.Finally, we complete a market analysis of your competition tailored to the pain points identified through interviews.Our interview process allows

for collaborative flexibility. We utilize questions tailored by you to gain insights and provide actionable recommendations about your specific concerns. You will win more business because you will have a better

understanding of what motivates your customers to buy. The intelligence we provide aligns

your strategy directly to your customers’ needs to win more of their business.We will analyze all results to provide relevant data and present our findings in a concise format of your choice (dashboard, customized reporting or presentation).

“Every story has three sides. Yours,

mine, and the facts.” FOSTER M. RUSSELL

Sales Win/Loss Reviews

Sales Win/Loss Reviews

A Win/Loss Program improves a Sales Professional’s win rate by as much as 15%.

The majority of sales professionals say they value the insight and knowledge from their peers more than other sources. What if you could make the discerning point from an exceptional win available to your entire sales force so they could incorporate that technique into their toolkit?

Win/Loss reviews gather valuable information which is useful across the corporation. What if your product design organization had access to the specific details of a lost deal and could immediately address the product weakness?

Our win/loss reviews incorporate data from your CRM and enhance that information with insights from the sales professional and the customer. This information rich data can then be used to support incentive and awards programs, pricing decisions and product design changes. Collect the information once and use it many times.