Win Loss Research: Helping b2b sales teams to work smarter

Win loss research helps you improve your sales performance by understanding what really works in the sales process and what areas need to be improved. From this you can improve your conversion rate, improve the value of each sale and more systematically identify opportunities with a higher chance of conversion.

Win loss research is an area where ROI can be realized swiftly and tangibly. In many businesses, even an increase of 1-5% in conversion rates can have an appreciable impact on the bottom line.

What can win-loss research deliver?

• An overview of the current sales experience – identifying what works well, what doesn’t work well, how well value is being communicated and which sales tools or messages resonate best with the market.
• Measurement of win / loss ‘drivers’ – determining the factors which have biggest impact on deal conversions and creating a tool to predict future conversion rates.
• Areas to improve and build upon – identifying the customer journey stages to focus on to improve conversion rates and sharing examples of best practice.
• ‘Levers’ to increase sales value – identifying the factors that ensure the most value is extracted, missed opportunities for cross- or up-sell and evaluating whether the correct solution was identified for the customer and whether any new propositions are needed.