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.