win/loss analysis

eigenworks win/loss analysis programs

Win/Loss Analysis gives you critical information you need to understand why you’re winning and losing sales. By speaking directly to your buyers with a focus on the factors that influence their buying decision, Eigenworks provides real-time intelligence and actionable advice that will improve all aspects of your sales, marketing and product development activities.
benefits of win/loss analysis
Your buyers can give you direct feedback on the factors that influence their decision on whether to go with you or your competition. The key is to ask the right questions, in the right way to elicit the information you need to assess your sales, marketing and product development efforts. Eigenworks Win/Loss Analysis interviews focus exclusively on the buying decision and can provide you with real answers to these, as well as other, critical questions:

Sales Performance

  • How do buyers respond to your presentations and sales approach?
  • Are you selling to the right people and which stakeholders need to be addressed to accelerate sales?
 Price and Discount Practices

  • How important is price in the buying decision?
  • Are you discounting too much, too quickly?
  • Do you have a stronger negotiating position on price than you think?
Product Strengths and Weaknesses:

  • Which product capabilities are really important to the buyer?
  • What non-product factors influence the buying decision?
  • Does your value proposition resonate with buyers?

Competitive Intelligence:

  • How can you exploit your competitor’s weaknesses based on actual buyer needs?
  • How can you address competitor strengths?
Marketing:

  • Are your lead generation programs targeting the right people?
  • Is your product’s value proposition clear to your buyers?
  • Are your marketing messages resonating with buyers?
  • What misperceptions to buyers have about your company or product?

the third-party advantage to win/loss analysis
When done right, Win/Loss Analysis is a powerful and effective tool to gather the buyer intelligence necessary to refine and direct your sales, marketing and product development programs. Unfortunately, most marketing, sales or product managers don’t have the time or experience necessary to design, schedule and conduct in-depth qualitative research on the buying decision.

Eigenworks proven processes and extensive experience in qualitative research design and execution will ensure that you consistently capture the unvarnished and candid truth about how your buyers see your company, products and sales performance. Plus, as a arms-length and legitimate third-party, buyers will share information that you simply can’t get on your own, including candid information on your pricing and discounting, competitive comparisons, and impressions of your sales team.
the eigenworks difference: actionable advice from seasoned professionals
The effectiveness of any win/loss analysis program depends on the quality and experience of the researcher. Eigenworks analysts have VP-level experience building, marketing and selling enterprise and SME software. This deep industry knowledge allows us to ask the right questions and identify the factors that drive your buyer’s purchase decisions. Plus, we can provide actionable advice on all aspects of the buying process that will improve results.

win/loss programs customized for your needs

Eigenworks Win/Loss Programs are customized to meet your specific needs. Whether you’re looking to address a specific sales or competitive challenge or want to develop an ongoing program to identify trends over time, Eigenworks will design a program that addresses your key information requirements. Working together with your management team, we will help you define the main areas of focus, choose the accounts you want to target, and develop the key questions you want answered.
After scheduling and conducting interviews, you will be provided with recordings and/or transcripts of the interviews, detailed reports on each account, as well as a final or quarterly report that identifies trends and delivers actionable advice that you can use to improve revenue.

Want to see for yourself? Contact us for a complimentary Win/Loss Analysis.