Insights to understand growth and development opportunities to achieve and retain market share, capture customers and improve the top-line.
Enhance your organization’s market position and brand perception through strategies that improve value, create differentiation, and address disruption.
Navigate today's and tomorrow’s competitive marketplace and enhance your strategic decision-making with concrete insights about the external environment.
Methodologies » Win Loss Analysis
Did we lose the sale, or did the competition beat us? Gaining insights into the reasons for your sales wins and losses is an often-overlooked opportunity to improve a company’s sales strategy, sales force effectiveness, and competitive differentiation. In every selling situation, valuable information is exchanged between a company’s prospects and its sales force, yet few organizations have an effective means to capture and learn from this information.
Without knowledge of an organization’s key win and loss themes, sales and marketing professionals are more apt to pursue the wrong fix to a string of lost sales, such as dropping price when price wasn’t the reason for the loss, or changing marketing collateral when in fact product attribute deficiencies caused a prospect to buy from the competition instead.
We gain intelligence from sales professionals, prospects, customers, and other sources to identify your firm’s consistent win and loss themes – actionable findings that point to specific improvements in how you communicate, position, price, and sell your products and services.
Fuld + Company combines qualitative techniques that include conversations with internal and external industry players because information gathered from these sources helps provide indicators of strength which encourage clients to buy from you and of weakness which cause your prospects to source from the competition.
Fuld + Company works closely with your sales, marketing, competitive intelligence, product management, and brand teams to develop a win-loss program that is right for your organization, from initial design to ongoing management and operation.
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