PURCHASE WIN/LOSS ANALYSIS

Silicon Valley Research Group

is the premier global firm for technology market research and strategy development.

 

Founded in 1996, with offices in Silicon Valley, Seattle and New York, our specialty is helping our clients

create and implement

bold business strategies to

achieve breakthroughs in

competitive market success.

 

Our Core Values

We believe, above all, in total commitment to our clients, their projects and the

delivery of superior,

timely output on every

project we undertake.

 

We are committed

to constantly

improving and innovating our processes and methodologies.

Every client project is

an opportunity to

surpass ourselves.

 

We are thankful for the

opportunity to demonstrate our talents and abilities

and make such a

vital contribution

to the businesses

we engage with and

the communities we live in.

 

Contact:

Email:

insights@siliconvalleyrg.com

Phone:

(408) 920-0361

More Info:

www.siliconvalleyrg.com

Our Purchase Win/Loss Analysis is a dynamic tool designed to compare and contrast the multitude of factors present in the customer decision making process. Whether B2C or B2B, internal examinations of losses can be tainted by the prospect or customer’s unwillingness to be forthcoming, and self-examinations of wins can suffer from “if it ‘aint broke” psychology.

 

Using proprietary techniques developed through years of decision dynamics research, our independent review will examine why the customer or prospect made their decision, and how they came to accept your offering or reject it in favor of your competitor’s. The insight gained will provide you with strategic direction and recommendations to engineer into your sales cycle to improve closing ratios.

Problem Definition

· Need to understand prospect’s reasoning for choosing a competing product

· Want to define components of a successful sale to improve future efforts

· Internal reviews lacking objectivity or facing resistance to information requests from customers and prospects

Outcomes & Solutions

· Interview wins and losses anonymously to gather accurate information

· Map the win and loss decision cycle, and define resistance points or barriers

· Identify the prospect’s “decision event”, where in the sales cycle it occurred, and compare the resulting win or loss results to those of your competitors

Benefits

· Improve sales cycle understanding and incorporate changes to improve closing ratios

· Customer and prospect much more forthcoming when interviewed by a third party, even when client is identified

· Create goodwill among both wins and losses for your efforts to improve your product and it’s sales process

Execution Process & Collaboration

· Design, planning, project management and execution

· Data collection, analysis and data mining

· Respondent recruiting costs and incentives

· Development of strategic and tactical recommendations

· Online real-time project review dashboard

 

Upon Project Completion You Receive:

· Actionable, business accelerating Strategy Map

· Sales and marketing team Battle-Cards

· Interactive strategy development Workshop at customer location

· PowerPoint-based report and presentation

· Investor-ready “one minute” written Executive Brief

 

Timing

· All deliverables in 4-6 weeks

Why did you lose the sale?

Why did you win?

The answers are rarely as obvious as you or your sales team might think

BUSINESS ACCELERATOR SERIES: