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B2B Win/Loss Interviews

On Demand

Why do it ?

Are you tired of reading one-word, un-actionable, win/loss codes from Salesforce.com?

Or seeing knee jerk product and pricing decisions in reaction to anecdotes heard from the sales team at the end of the quarter?

Win / Loss Interviews are about listening to the most important person – the customer.

Listening to understand where we do great – and where we can do better.

They are, simultaneously, the most valuable … but underutilized intelligence sources for the B2B Enterprise …

… we fix that.

Outcomes

The results from Win/Loss Programs inform your Sales, Marketing, Product and Pricing Teams on weaknesses that need improving and strengths that need emphasizing – across your whole offer.

Leading to better products, more effective marketing, increased win rates and faster sales cycles

… resulting in greater market share and profit.

How it Works

1. We Meet

Once we have met with you then anyone from your company can submit a Win/Loss Interview Request ... on demand.

2. You Request

Provide details of the person you would like us to interview and, optionally, an assessment of why YOU think you Won or Lost the Deal

3. We Survey

So we can gather quantitative data and to set the stage for the interview itself.

4. We Interview

We complete the interview, using the survey responses as a backdrop for guidance on where to press, and from there we write up the final report.

5. We Summarize

We summarize the key findings of the interview and combine with the quantitive survey results.

6. You Purchase

You review an executive summary of the report - and it is then, and only then, that you decide whether to purchase the full report or not. No risk for you.

What you get

A report on the interview with the Won or Lost customer detailing their subjective view of:

Engagement Factors
Offer Factors
Product Factors
Brand Factors
Demand Factors

Executive Summary

The TL;DR Summary of the key findings

A summary of the key findings for each of the 5 factors assessed: Engagement, Offer, Product, Brand and Demand

Quantitative Results

Quantitative results from how you assessed what led to our win or loss - and what your customer said.

Engagement Factors

Marketing experience and messaging, sales engagement and process, demo experience, responsiveness, understanding pain points, decision making criteria, overall sales attitude and approach.

Offer Factors includes aspects such as price/offer structure, overall pricing levels, transparency of pricing, predictability of pricing and value for money and fit of offering to your budget and need.

Product Factors

Product Factors includes aspects such as vision and roadmap, features, performance, usability, fit / integration with existing solutions, scalability, complimentary offerings, implication costs and ability to customize/configure solution to business needs

Brand Factors includes aspects such as reputation on the marketplace, digital / web experience, demonstrable relevant experience and references, overall professionalism in presentation, demonstration of vision and expertise, analyst coverage and opinion

Relating to the end customer and Includes aspects such as such as change in leadership, change in priorities, budget re-prioritization & reduction, decision to remain with status quo

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Learn more about the process

See a Sample Win/Loss Report

Frequently Asked Questions

Cost

$950 Per Report

No complex contracts ... no minimum commits ... as many or as few as you want ... on demand.

Featured Topics

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"What makes the service great is that it's on demand. Whenever we want to know more about a deal we have lost - we can get insights in 2 weeks and the swipe of a card"

"We knew Win/Loss was something that we should be doing - but it always got pushed to the bottom of the list - now we have a capacity to do it whenever we need it"

"The average time and costs of one of our sales pursuits was north of 6 months and $30K, just by saving even one of the those deals and the business case makes itself"

"Our differentiation is being able to do something about the findings of a Win/Loss interview - not doing the interview itself. So out-tasking this activity made total sense"

"The cost of this service is a rounding error when compared to the cost of sale or the cost of a lost opportunity. So - using it wasn't even a question for us"

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