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- Win/loss analysis is different from a customer survey in both audience and substance. Whereas customer surveys provide only insight into buyers who chose to purchase from you, win/loss analyses are more objective, considering the opinions and decisions of folks who chose to buy from a competitor or other vendor or decided not to buy at all.
www.pragmaticinstitute.com/product/framework/win-loss-analysis/The Ultimate Guide to Win/Loss Analysis - Pragmatic Institute
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Oct 24, 2024 · Win-loss analysis isn’t rocket science, but it does require a systematic approach. Below are the four main components of a robust win-loss analysis program: 1. Feedback. The first step is gathering data, and not just any data—you want the good stuff.
The definition of business win/loss analysis is the process of proactively understanding and influencing factors that contribute to your sales team’s ability to win new business opportunities. It’s necessary for becoming more effective at winning customers and reducing the amount of customer churn.
- Identify goals of win/loss analysis. As with any business initiative, clear goals and metrics are essential to determine what you want to achieve with a win/loss analysis.
- Identify a list of interview candidates. Not every customer or prospect will have time to be interviewed. Build a relatively extensive list of win/loss interview candidates so that you have enough people to reach out to.
- Build a win/loss interview plan. Sit with your team to build an interview process that covers what questions to ask and who the interviewer will be. Get feedback from sales, marketing, and product about what insights they want to uncover.
- Build a list of win/loss analysis questions. Ensure your questions are aligned with your win/loss analysis goals. The best practice is to conduct interviews within a 30-minute window.
- Why Conduct Win-Loss Research
- Include Stakeholders
- Quantitative Or Qualitative Research
Win-Loss researchis an excellent way to learn about how well your company does in developing and winning over new customers as well as assessing why customers choose to make a change and go to one of your competitors. Some of the learnings from Win-Loss research can include the following: 1. Determine the factors and themes customers use as decisio...
Prior to launching any program, it is critical to include stakeholders in the process. Your internal stakeholders are the key to making any changes that might be necessary based on the results of the research.
Whether you conduct the research quantitatively or qualitatively (or use both) will depend on your company's business goals. Qualitative researchprovides a window into the rationale that customers and prospects use when choosing a supplier. During a one-on-one, conversational interview with a respondent, a moderator asks a number of open-ended ques...
Win/loss analysis is a method used to understand the reasons behind the success or failure of deals. This process evaluates sales performance against variables like industry, company size, competitor involvement, and lead source.
Win-loss analysis is a research technique that involves gathering feedback from customers and prospects to understand the factors that influenced their decision to buy or not to buy from your company. This type of research often falls under the umbrella of competitive intelligence.
Sep 2, 2022 · Win-Loss Analysis is the process of critically understanding why some deals are won while others are lost; it is an in-depth review of what your company does well in attempting to gain valuable clients, but also why you may be losing out on important proposals.
