Trying to figure out why you won or lost a deal can feel like journeying into the “dark side” of buyer psychology. People are complicated, and often what we ask for isn’t what we really want.
Thankfully our buying behaviors all subscribe to some type of pattern and the trick is being able to spot these patterns faster than your competitors.
This is where mountains of data and AI come into play. The smarter they get, the smarter you get.
Our own Win/Loss analysis capability has just gotten smarter with an increased level of insight into the reasons that influence your customers. Within seconds you can drill down into the reasons why your customer did or did not buy from you.
Win Rate Influences like the below are ranked competitively against each other:
- Main Challenges
- Industry
- Employee Size
- Source Category
- Competition
- Timeframe
What’s new is the ability to click on a specific influencer and quickly see helpful comparative data.
For instance, if you are comparing which industries work best as one of the influencers behind your product purchases, it would be much more helpful to see all the different industries you are tracking side by side. Now you can.
More insight makes it easier to:
- Focus on the areas that are proven to be successful
- Edit your process to adapt to the situation
- Discover competition previously unknown
- Learn why you lost
- Understand who your perfect customer is
- Disqualify 'poor fit customers' quicker
Transparency is the antidote to unreliable forecasts, low win rates and a bloated pipeline. That's what you get with our win/loss drill down...
The ability to navigate and interpret the data you collect around why you win or lose.
The dark side doesn't look so dark anymore does it?
You can learn how to use this feature here. We've also got a great discussion going on LinkedIn around what prospects want and you can join in here.
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