Maia’s proprietary Win/Loss Analysis reveals why customers made the vendor selection choices they did, and provides strategic perspectives when analyzing themes across larger segments of won and lost opportunities. Our Win/Loss Analysis evaluates factors critical to all sales endeavors such as:
- Value Proposition Alignment
- Economic Considerations
- Fear and Cost of Change
- Flexibility and Empowerment
- Reference Provision
- Cultural Alignment
Having studied thousands of won and lost sales opportunities over a fifteen-year period, we’ve come to understand that all sales decisions are based on one or more of these factors. Not surprisingly, “price” alone is rarely a deciding factor. In fact, many deals are lost where an actual bottom-line price is superior to the other competitors’, but more heavily-weighted (and often unanticipated) considerations affected the outcome of the sale.
