Selling business-to-business (B2B) is no walk in the park these days. More people are getting involved in decision making, buyers do tons of online research without talking to sales reps, email overload makes it hard to connect…
10 questions that you could consider asking in a win-loss research interview
An external provider can provide unbiased and objective insights into a company’s sales process.
Talk to customers who have made a purchase decision to gain insights into their decision-making process
Surveys fail to capture the real story behind every win/loss transaction. In many cases, these results are biased or inaccurate. Here’s a look a few common challenges researchers face while using this tool:
When a prospect blames budget, sometimes your price is too high – but it’s more likely that something is unclear to you or your prospect.