In the world of big-ticket, B2B, complex sales, you work long and hard on every deal. You win some, you lose some. But, do you really know why you won or lost? Okay, if you win a deal you are in good shape and can probably get them to give you a debrief on their buying process and their reasons for choosing you. But, when you lose, it’s a different story. Rarely can you get them to even talk to you, let alone give you a thorough debrief. BetterSell Solutions has developed a way to greatly increase the odds of getting a prospect to give you a debrief. Part of the reason is that they don’t really want to speak with the company they just rejected, but, usually they will speak with an independent third party and give candid feedback. That’s us.
Our win-loss debrief methodology includes getting feedback on the following:
- How well did your product fit what they wanted relative to your competitors?
- How well did they understand what they wanted when they contacted you?
- How far along in their buying process were they when they contacted you?
- Did your sales team do a good job?
- Did they develop good relationships?
- Did they explain the product’s features, functions, usability?
- Did they try to understand what kind of relationship they’d like to have with the vendor they chose?
Using our scorecard process, we’ll give you detailed feedback on twenty different aspects of the prospect’s buying process and how your sales process aligned. Using this you will be able to do detailed analytics and look at trends.
To get started, there is a setup process. It starts with detailed sessions with members of your sales team, sales management, product management, product marketing. That way we understand your sales process, your value propositions for your products, and your go-to-market strategy. We want to understand the key messages you use for lead generation and which messages are successful.
Knowing that after the fact, most prospects will be reluctant to give interviews, we want to increase the probability they will allow their key decision-makers to be interviewed so we insert our proprietary methodology into your sales process. Nothing is perfect but what we do has been proven to greatly increase the probability that they will allow post-decision interviews.
Depending on your sales volume and sales cycle we then conduct the interviews. But, for each deal we review, we start with a candid discussion with the sales team. We want to know, from their perspective what they were trying to accomplish and how. Knowing that, we can then conduct the interviews with the prospects.
All information gathered in the process and the reports are provided to you in a customer portal.