Services: Win/Loss Analysis

TSL's Win / Loss Analysis Services goes beyond your revenue figures to tell you WHY!

TSL's Win / Loss Analysis Service answers the question, "When we lose an account, why do we lose?" More importantly, it also answers, "When we win a new customer, why do we win?" Objective third party analysis of wins and losses can provide significant learning that can help you adjust and continually improve your sales and marketing activities.

TSL finds answers to these questions through conversations with the key decision makers in companies you have either just won or lost business with. Through these conversation we determine:

• Which competitor(s) you won / lost against.
• What the key decision criteria was (including price considerations).
• How the decision was ultimately made.
• What were seen as your company and product's key attributes and deficits. What areas your sales reps may need training on.
• What areas you should improve on or exploit.
• How well they understood your product, and if they had any misperceptions before or after evaluation.

TSL then analyzes the responses across multiple companies to help you see trends in why you win or lose so you can modify your course accordingly. You will see trends as they are developing so you can react quickly to overcome any obstacles or leverage any strong points and increase sales! TSL will work with you to transfer the knowledge gained from win / loss reports into future selling success!

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