Identify the reasons for wins and losses
Circle is an expert in B2B lost sales research. We’ll give you a blueprint for successful business development activity by engaging with three audiences: Lost opportunities to dissect what went wrong, won opportunities to identify the secrets of success and the sales team to capture past learnings.
Through these engagements we’ll reveal what goes on behind closed doors and below the buyer’s conscious awareness. We’ll:
- Map the different buying journeys and reveal how to influence them at each stage
- Identify the key players, what makes them tick and the group dynamic
- Identify key decision criteria, both conscious and unconscious, and their relative weight
- Detail what made them choose the supplier they did and reject others
- Assess, from a prospects view, how your organisation performed during the process
- Identify key areas to improve and elements to emphasise in future opportunities
Based on these insights we’ll then make clear recommendations on how to increase your future win rate.
Over the last decade we’ve helped dozens of world-leading B2B brands to improve their win rate when engaging potential clients. Brands like Rackspace, JLT and Randstad. We couple this extensive experience with a deep understanding of the sales process in B2B markets and a suite of smart techniques which probe far beyond the superficial.
The result is research which makes a real difference.