You may be let down as easily as possible in case the prospect needs to buy from you in the future. After you have selected an interviewer, there are two keys to getting the right information. First, you must identify any demographic information relevant to your product and design a questionnaire to collect it. Second, you must develop questions to trigger feedback on all factors that influence the selection decision. Analyzing the Results Action recommendations that result from a won-lost analysis usually fall into one or more of four general areas.
Sales lead qualification.
Demographic similarities such as company size or degree of automation can point your sales force toward the most likely prospects. At the same time, knowledge of the key reasons why customers buy your product can help the field focus on those accounts likely to have similar requirements. Sales force education. Education may be required in technical areas in order to communicate effectively with certain buyers. New approaches may be needed to clarify your product's capabilities or to target an area of new opportunity.