Sale Win Loss Analysis - B2B Phone Interview & Survey Market Research

Feedback Methods: In-depth Interviews; Online Surveys

We collaborate with clients to design a customized program to gather actionable insights from customers, including in-depth interviews (IDIs) and/or online surveys.

Our clients return year after year because we establish trusted partner relationships, driven by our ability to integrate and deliver relevant and actionable recommendations rapidly.

Our consultants provide clear guidance on operationalizing customer experience programs and identifying the “levers to pull” to improve customer satisfaction, retention and sales win rates.

Our ongoing success is reflected in our own Net Promoter Score, which has stayed above +85 since the company was founded.

A reliable and representative data set is vital for many reasons, and we don’t overlook this. Our focus is to obtain a remarkable level of unfiltered insight, so business leaders can trust our analysis and recommendations to make important decisions affecting sales and marketing strategies.

The team at Satrix Solutions is highly skilled at dissecting and examining interview and survey feedback to identify key findings and themes without preconceived notions or bias. This ensures unvarnished truth about prospective customers' sentiments, expectations, and perceptions.

In addition, we deliver extensive reporting and dashboards that serve as a roadmap for leadership to address perceived gaps and win more against the competition.

Founded In: 2008

Satrix Solutions has been conducting Win-Loss interviews on behalf of our B2B clients since the inception of Satrix in 2008. We use only senior, full-time employees who have the experience, professionalism, and unique skills required to glean as much insight as possible into precisely why Enlighted is winning or losing sales opportunities

Our extensive experience enables us to design successful programs that will result in higher sales win rates, improved performance against the competition, and increased confidence in marketing and messaging efforts.

Satrix Solutions' clients routinely share the results of their customer feedback programs with the Board of Directors. Our experienced consultants are skilled at distilling extensive quantitative and qualitative feedback into a handful of impactful slides for consumption by investors and other Board members.

In addition, we're fortunate to have the trust of numerous VC and PE firms and serve as a preferred partner to their portfolio companies.

Our expert interviewers are adept at listening attentively to tone, voice inflections, and other cues, then probing to acquire the important nuggets beneath the surface.

Our intentionality in getting beyond the superficial and honing in on the root cause enables us to understand high-level drivers and secondary and tertiary factors contributing to a sales win or loss.

This detail, along with rich competitive intelligence, is then used by our clients to refine the sales, demo, and sandbox approach, enhance competitive battlecards, and gain a deeper understanding of how their offerings are perceived.

Discovery: Interviews with internal stakeholders to align on objectives; Satrix to review sales and marketing collateral to gain an in-depth understanding of the offering; Collaborate on a list of topics and prepare the interview guide and/or survey; Devise the methodology that will determine which win-loss targets will be provided to Satrix Solutions

Data Collection: Create compelling outreach communication to maximize participation; Invite targeted contacts to participate in the research; Satrix conducts the interviews and/or designs the surveys to gather robust feedback; Real-time reporting is shared to provide visibility for key stakeholders

Reporting: Individual interview reports delivered with executive summary and complete transcript; Detailed analysis prepared at agreed upon timeline with prominent themes, win/loss drivers & recommendations; Detailed competitive intelligence insights with information that can be ingested into competitive battlecards; Third-party findings and actionable insights presented to leadership at regular intervals

Review: Present the final analysis to relevant teams; Share insights with Sales, Marketing, Product, Service, Competitive Intel, etc; Provide content and / or present at Sales Kick-off; Use examples of success and mis-steps to train / educate Sales team members; Ensure insights gleaned are made available to those in a position to benefit

Touchpoints: Garner buy-in across the team; Share high-level results and insights; Gather feedback on reports delivered; Addresses any questions or concerns; Refine approach as needed to maximize ROI

sales-win-loss-participant-summary-data-1-1

sales-win-loss-participant-summary-segments-1

As a head of sales, I find it critically important to understand why customers buy from you, and why they don’t.

Sometimes, your sales team can get candid feedback from customers – but most of the time, they get information that is incomplete. For example, when a customer chooses a different provider, that customer will usually try to soften the feedback by saying “Oh, their price was better” … as opposed to “Well, your approach was off-putting for these specific reasons”.

You miss the “real real” feedback because of human nature – they don’t want to share the full truth.

Having the right partner, an impartial third party, can transform these critical interviews from “nice chats” to really valuable learning lessons. I have worked with several providers over the years, and Satrix Solutions is hands down the best I’ve ever worked with. They were tireless in getting both “Wins” and “Losses” on the phone, and the quality and depth of information they extracted was incredibly helpful and illuminating.

The team at Satrix really opened our eyes in several ways. They allowed us to see ourselves through our customers’ and prospects’ eyes, which led directly to our changing our approach in competitive selling situations, and immediately improving our win rate. I consider Satrix an invaluable partner and have added them as an on-going annual line item in my budget.

If you are a GTM leader, Satrix has my unconditional endorsement.

SHEP MAHER

EVP, GLOBAL SALES AT BETTERWORKS

Cority has benefited greatly from our ongoing partnership with Satrix Solutions.

Our Sales Win Loss program has uncovered valuable insights that have been vital in helping us enhance our sales process, fine-tune our messaging, and respond quickly and effectively to changes in the competitive landscape.

PAMALA BOBBITT

VICE PRESIDENT PRODUCT MARKETING AT CORITY

Satrix Solutions is a true partner in every sense.

The insights delivered has helped us gain a deep understanding of the loyalty drivers and uncover improvement opportunities in our client relationships. They have undoubtedly helped accelerate the growth we have experienced, thanks to more referrals and higher new business win rates.

MARC GREENE

MANAGING DIRECTOR AT IHS MARKIT, NOW S&P GLOBAL

What Is A B2B Sales Win-Loss Analysis?

Drive Sales Effectiveness & Increase Sales Win Rates

A B2B Sales Win-Loss Analysis is research best conducted by a third-party expert so prospective buyers can share candid feedback on the real reasons they selected a company after evaluation. Detailed insights are collected using in-depth interviews (IDIs) and/or online surveys of key decision-makers after a decision is made. Win-Loss interviews and surveys are an effective method of obtaining robust competitive intelligence and gaining a deeper understanding of how potential customers perceive offerings.

Deliverables: In-depth phone interviews (IDIs) with decision-makers, conducted by skilled practitioners; Detailed interview analysis with an executive summary and specific recommendations; Comprehensive, board quality reports focusing on recurring themes, decision drivers & competitive intelligence; Insights on the changing competitive landscape for leverage to win more deals

Common Questions: What was the impetus to evaluate [Company] and others?; How did you learn about [Company] in the first place?; Please describe your overall evaluation process?; Did you conduct an RFP? If so, how was [Company's] response?; What were some of your key requirements?; Did you use a weighting or scoring system to cull the list of contenders?; Did [Company] have any mis-steps or opportunities for improvement?; What opinions did your team have towards the features and functionality of their service / solution?; Who else was involved in the evaluation and decision making process?; What other companies were considered?; How did the features and functionality compare?; How did pricing compare?; What were the primary differentiators?; What led you to select [Company] or a competitor?; Did you speak with references as part of your evaluation?; How would you characterize the market's perception of [Company]?

Why Sales Win-Loss is Important

Improve Sales Process, Beat The Competition & Increase Wins

Insights from a Sales Win-Loss Analysis help clarify the real reasons a sales opportunity is won or lost and assess how prospects perceive your messaging and positioning. These insights enable business leaders to fine-tune preparation for sales meetings, improve the effectiveness of the sales process, and clarify how your company's value proposition resonates with your target market. The feedback will also help isolate the components of differentiation and buyer considerations that resonate most with your ideal customers.