What are the benefits of using an independent third-party to capture Win Loss information?
A Win Loss Analysis conducted by an unbiased third party will give you a complete picture of what is taking place in your company’s marketplace. It will also provide you with the means to track and measure the effectiveness of your current and revised marketing strategies and sales processes. Capturing what took place during the sales cycle of wins and losses can be a labor- intensive, time-consuming and difficult task, especially if you don’t have the appropriate expertise. Furthermore, it may be impossible for an organization to get unbiased, factual information without the help of an experienced third party. Unlike an outside, objective third-party; your in-house researchers will often find buyers unwilling to reveal their real decision criteria for fear the sales manager may attempt to reengage them in the sales process. When this occurs the data upon which you’re making critical decisions may not be accurate.
