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Do you ever feel like you're flying blind when it comes to understanding why
you win or lose deals?
Is it your product? Your sales approach? Is your
competition really that good? Do you really win deals based on price, or are there non-price
factors that are really driving your sales wins?
It can be nearly impossible to get accurate
feedback from internal sources. Often times the prospect may not
be completely candid with the sales rep, or the information may get
filtered by the time it reaches you. For example, perhaps the prospect didn't
buy because they didn't like or trust the sales rep. What are the
chances the sales rep will tell you that? Will they even know
that? Most likely, you'll hear how the prospect wasn't qualified
or was over-priced. You'll waste time solving the wrong problems
and will still lose deals.
As an impartial third-party, MarketPlan
is able to get far more candid feedback from prospects. We're also
sales professionals, so we know a false objection when we hear one.
We'll probe to help you understand the true issues involved. We
can help you get an objective
handle on the reasons why you win deals, and why you don't. We
help you understand the customer, product, competitive and other issues
that played into the decision, and how you can use the information to
improve your future results.
A MarketPlan client was concerned about
losing business for their high-end technology solution. They had prior
feedback from their sales team, but realized they were still missing key
pieces of the puzzle. Through executive-level interviews,
MarketPlan gathered detailed
feedback from their former prospects and helped our client see what was
really happening. The client was able to validate success factors and refocus attention on problem
areas that were causing deal loss or customer satisfaction issues.
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