Would it be easier to sell your software product if you could read your buyer's mind and know the most important factors they care about? Would it be easier to position your product against a competitor if you knew what drives customers to buy their product over yours?
In my previous blog post, I stated that win-loss is a misnomer. Traditional Win-Loss analysis only reflects the outcome of the deal and often narrowly focuses on ‘what did we do wrong in the process’.
If you are going to make the effort and spend the resources to engage customers after a buying decision occurs, wouldn’t it make sense to determine how that buyer rationalized that outcome?
Buyers’ Insight determines just that. Its focus is to measure the things that matter most from the buyers’ perspective. Measuring these outcomes over time will allow you to stop relying on anecdotal information or a single source of “truth” (like SalesForce or sales reps).
Many sales teams claim to have a handle on the reason why they win or lose an opportunity. After we assess their practice, we learn that their process to determine those reasons is almost always the same: A Salesforce generated win-loss report.