Win-Loss research is critical to assessing the effectiveness of your sales strategy and process as well as evaluating the competitive arena. Independent primary research by Porter can elicit candid feedback about a prospect’s interaction with your company and the competition. By understanding the reasons for the win or loss of a deal, you can take action to improve your product, sales strategy, message, and competitive positioning to gain more wins. A Win-Loss program will:
- Improve the sales win-rate
- Identify and validate key reasons for won and lost opportunities
- Validate and enhance product roadmaps
- Reduce sales time and expense by focusing on key factors that drive the buying decision
- Gain competitive insight in multiple areas including pricing, reputation, client references, sales strategy and future plans