The Acelera Group conducts Win/Loss analysis to identify root cause issues that stand in the way of sales success.
Conducting interviews with both members of the sales team and the customer's buying team, we probe on the key issues that came up during the engagement and provide feedback on both the strengths ands weaknesses that surfaced during the engagement. While reps may typically cite "price competition" as a primary reason for losing a deal, customers almost never reference price.
Typically, reasons for excluding a vendor for consideration include "lack of ability to connect offer to business requirements" or "inability of sales team to present value/justify expense."
With the feedback from customers we work with both sales management and sales enablement to revamp enablement and readiness processes.
Please contact us to discuss your current state of pipeline coverage, development and management and how we may be able to improve your results.
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