Copyright SalesIQ 2006 All Rights Reserved
IMPROVING SALES PERFORMANCE
A CLIENT SUCCESS STORY
TURNING THE ART OF SELLING INTO
THE SCIENCE OF THE SALE
SITUATION
Most sales and marketing organizations face many of the
same challenges, regardless of their industry. Important
lessons from this case study can be applied across a
broad range of industry groups. In particular, the
company featured is a large financial services firm
challenged by how to increase its ability to close more
new business opportunities and grow its market share.
In their industry, like most, price is a large consideration
for their prospects, but it is not always the strongest
motivator in the buying decision. Due to the significant
financial investment to purchase this company’s
services, the sales cycle typically takes up to one year to
complete. Most opportunities are presented in a request
for proposal format. The company featured in this
success story often sees the same two competitors, as
well as varied others, in most RFP opportunities.
STUDY AND ANALYSIS
SalesIQ determined that a win/loss analysis program
would provide substantial insights into understanding
the client's selling environment. We completed our
research across approximately 30 won and lost sales
opportunities, equally divided.
The most interesting finding supported the
recommendation that, based on a matrix of factors
identified in the study, including competitors involved,
value propositions sought, buyer type, purchase
motivators, and geographic proximity to each provider,
future prospect opportunities could be mapped and
linked to specific sales strategies that would measurably
improve closing ability and, ultimately, sales results.
Another important finding demonstrated how alignment
of value propositions to customer needs impacted the
purchase decision process. During the research, SalesIQ
identified more than 75 different value propositions
used in the decision-making process.
The com