Win/Loss Sales Interviews for your B2B
Last week, I started a series on the types of Customer Interviews. Today, I'm going to wrap up the series with Win/Loss Sales Interviews, which is one of my favorites.
When to do Win/Loss Sales Interviews?
> When sales team performance isn't hitting the target metrics
> When you continually lose deals to one competitor and want to know why
How often to do them?
Who is the target audience?
> Customers who recently went most or all of the way through your sales process
> Include both customers and non-customers (who didn't buy)
What you're trying to understand?
> Sales effectiveness
> "What was the biggest consideration you based your decision on?"
> "How well did we tailor our presentation to your needs?"
> "What's one thing you'd advise us to change for next time?"
My closing thoughts on Win/Loss Customer Interviews
Conducting regular Win/Loss Customer Interviews results in more sales. Why? You see first hand why your customers buy (or don't buy). Because of this, I recommend doing these interviews monthly.
If you have questions about Win/Loss Customer Interviews, hit reply and let me know.
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