New Business Win/Loss Analysis
Many sales forces blindly pursue new opportunities without truly understanding the reasons for past success or failure. However, those organizations that possess the uncommon discipline to learn from previous experiences are duly rewarded.
This customized research program helps firms to improve their new business win rate by examining the true reasons for winning and losing new business. The unfiltered feedback Chatham gathers through in-depth conversations with prospects provides the information needed to improve perceptions of products/services and transform sales processes to maximize sales and marketing investments. More specific key benefits include the following:
- Increase the win rate of new business opportunities by gaining an improved understanding of how the Company
compares with the competition in new business situations. This information will highlight competitive strengths and
weaknesses that are drivers of wins and losses in different market segments and will be used to fine-tune product
development, sales, marketing, and pricing and positioning strategies.
- Improve the effectiveness of the sales process by gathering insights into ways that the Company can improve its
preparation for sales meetings and delivery of its message, and differentiate itself from other leading providers.
- Benchmark and track sales effectiveness against internal standards and Chatham Partners' proprietary sales process
benchmarks.
- Generate
direct, unfiltered feedback on sales personnel. Use this data to create
quantitative benchmarks for evaluating
and compensating key employees.
- Ensure that prospective clients are aware of the Company's desire to always strive for improvement by having an
independent third party contact them for feedback in a professional, high quality manner.