WIN RATE IMPROVEMENT PROGRAMME

Winning complex B2B opportunities is not easy. If it was, fewer organisations would be suffering from:

Shortfalls in revenue
Missed forecasts
Deal slippage between fiscal periods
Stagnant deals
Sales teams missing targets
Excessive sales support costs
Missed margin expectations
Conflicting resource requirements.

“I have been working with Carl on a bid on the run up to Christmas. It was fantastic to get his help and perspective. We managed to change some of our usual practices and the health check was a great tool to see how we were doing and what we needed to concentrate on.”

Director, Civil Engineering Consultancy Group

All of these symptoms have something in common, they are a direct result of deficiencies in the way orgsnisations approach ongoing opportunity qualification.

Too often, when reviewing key pipeline opportunities, the focus is on reasons why you are going to win a deal. This is perfectly natural for the sales teams and sales management, as positivity brings a level of comfort to the conversation, it makes you feel like you are succeeding. However, it often hides the reality, the reasons why one might lose a deal. These uncomfortable truths can spoil the mood, create tension between sales teams and the management, and most importantly, become realised and cause a deal to be lost.

ELIMINATING REASONS TO LOSE

At Digital Distance we take the opposing view. We thrive in this environment. We painstakingly identify each of the reasons one might lose a deal. We strip away feelings, presumptions and over optimism and deal in facts. We look for hard evidence. We use our extensive experience to challenge the reality of winning a given opportunity. We help you work proactively to address each of the reasons and start to eliminate these potentially deal losing factors.

Our Win Rate Improvement programme provides a tried and tested method to addressing this situation. It poses a number of questions across the breadth of the opportunity, looking at the potential reasons you may lose a deal and what corrective action could be put in place. Actions that, if executed promptly, mitigate the risks of losing that opportunity.

EVIDENCE BASED ONGOING QUALIFICATION

The evidence based and digital nature of our programme forces a deeper look at many key factors including:

Assumptions
Relationships
Compelling event
Price point
Competition
Value proposition
Win/Loss history
Capability of the bid team.

All this is completed within the context of the lifecycle of the given opportunity.

At Digital Distance we support the “always be qualifying” mindset that should be applied throughout the sales cycle. We therefore recommend incorporating our programme into your chosen CRM tool to support the opportunity lifecycle.

Benefits

In summary this programme provides:

Win rate improvement as you proactively identify and rectify potential reasons for loss
Ongoing qualification assistance to make the right decisions based on evidence
An activity list to focused on key weaknesses within the qualified pipeline ensuring the right people are doing the right things
Consistent and simple digital analytics to underpinning the sales forecast activities based on evidence
An identified “focus zone” for sales management intervention and coaching
A list of “no-hope” bids for quick exit decision making and subsequent cost saving
Help in resolving bid team resource conflicts
Greater profits due to increased revenue and lower costs

We are happy to work with under a non-disclosure agreement and ensure client confidentiality at all times. The exact timescale of our programme will depend on your exact needs. Please contact us for a free consultation and to discuss your specific requirements and we will be happy to provide a competitive quote for this game-changing digital service.

Compelling Executive Summaries

Win Loss Analysis Programme