Win-Loss-Analysis - Boz Content Marketing

Win/ Loss Analysis

The most important information you're [probably] not gathering

Get vital insights

Know Why You Win - and Lose

To effectively drive revenue, companies need to know why customers buy – and don’t buy – their products. Fortunately, this information is readily available in the form of customers and prospects.

Many companies may gather some of this info, but few regularly solicit feedback, document, and analyze it. I’ve managed this project as an employee and consultant.

Initial Set-Up

I’ll work with you to determine what data you want to gather and build a resulting interview questionnaire.

I can then set this up in your Salesforce.com instance to capture the information.

Outreach

Ideally, on a monthly basis, we’ll review all closed deals – both won & lost – to generate an outreach list.

I can check dates for tasks such as onboarding calls to time outreach appropriately. Additionally, I often confirm outreach with the sales person.

Interviews

I speak with customers to discover and quantify vital info, such as the reasons your company wins and loses, and which content assets were helpful.

I can enter this info in your sales force automation system or upload to a shared drive.

Analysis

Reviewing the gathered information, I tally the data that can be quantified and supplement with key qualitative insights.

This is generally presented as a slide deck in a meeting that leads to a great deal of discussion. Despite being an hour long, this quarterly review was regularly an exceptionally well-attended meeting!

Content Generation

While the creation of testimonials and case studies doesn’t need to be part of this project, it often serves as a catalyst for the generation of such content.

happy clients

I've supported many businesses

“Megan was able to jumpstart our win/loss analysis program in a short period of time with minimal training on our product and market. She delivered three times as many interviews as we requested in less than 45 days. As a result, we were able to make sales strategy changes based upon a more statistically significant sample of data.”

“Megan has been a sheer delight to work with. She’s is one of those rare professionals that shines the light on others, while diligently focusing on the important work at hand. Her customer interactions gave Logi extremely important insights into our customer’s views allowing Logi to proactively meet and exceed our customer’s expectations.
She invented wonderfully creative tools for the sales teams and was always one of the first to offer help to support that sales effort. Megan is an independent, proactive, positive influence with a great attitude. I would recommend her to any organization.”

“As Logi Analytics’ customer ambassador, Megan connected with hundreds of customers and created an abundance of case studies, testimonial videos, and webinars. The content Megan created was so well created that it was featured throughout our website and was extraordinarily valuable for both lead generation initiatives and sales efforts.

Megan was also responsible for curating a list of customers and driving their participation in the Gartner Magic Quadrant research survey in 2013 and 2014. Her hard work, thorough understanding of the Gartner survey process, and unique position as someone well respected and liked by so many of our customers led directly to Logi’s advancement to the Challenger’s Quadrant. Reaching the Challenger’s Quadrant was one of Logi’s greatest achievements during my three years with the company and Megan deserves much of the credit for the accomplishment.”