SellingBrew

Insights & Tips

Already a subscriber? Login

Become a subscriber and unlock an information arsenal focused on making your sales operation more effective.

Three Real Reasons Sales Teams Lose

Let’s play Sales Ops Psychic for a minute…

Grab your reason-code report for last quarter’s lost sales. Got it? Ok.

Now…not knowing anything at all about your business or your team…I’m willing to bet…your brew-of-choice…that the number one reason being reported by your sales team is…drumroll, please…

Price!

But wait…I’m not only willing to bet that your sales team believes they lose deals primarily due to price…I’m also willing to bet that they’re wrong.

Why am I so confident?

I just finished reviewing “Why Companies Lose or Win Strategic Sales,” a new research briefing by Rick Reynolds.

Rick and his team at AskForensics do win/loss analysis for a living—we love that kind of information here at SellingBrew.  In fact, his team has researched, investigated, and analyzed nearly $11 billion worth of transactions for some of the largest companies in the world.

And they don’t just do surveys or ask the sales teams…they actually interview the buyers to get to the real reasons behind the losses.

What are those reasons? Here are three that got my attention:

  1. Poor understanding of requirements.
  2. Poor sales presentations and proposals.
  3. Lack of ability to provide proactive ideas.

Hmmmm. These all sound like things that are under the sales team’s direct control.

Does pricing play a role? Absolutely.

But as the research briefing reveals, pricing’s role is not nearly as significant as many sales teams are reporting…particularly when it comes to the larger deals.

Now, that may seem somewhat counter-intuitive. But when you really get below the surface and actually talk to buyers, it turns out that companies are losing the bigger deals for reasons other than price…reasons that are well-within the sales team’s ability to correct.

Of course, these other reasons may not be as convenient a scapegoat as price…but that doesn’t make them any less real.

PS: In the highly-unlikely event that I lost the bet, just look me up on your next visit to my neck of the woods and I’ll buy you that brew 🙂

Get Immediate Access To Everything In The SellingBrew Playbook

Related Resources

  • Building a Data-Driven Sales Operation

    Building a data-driven sales operation where anecdotes and opinions have ruled for years is no easy task. In this on-demand webinar, learn about transforming your sales processes and team culture to make much better use of data.

    View This Webinar
  • Getting Sales to Sell on Value

    Most B2B sales organizations are talking a good game about value selling. But beyond the talk, are they taking the right steps to make value selling a reality? In this expert interview, Julie Thomas discusses what it really takes to sell on value and generate significant results.

    View This Interview
  • Arming Sales to Protect Value

    The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.

    View This Research
  • Delivering Answers to the Point of Sale

    Our latest research has shown that more data and tools for the field won't improve results. This tutorial reveals a more effective approach for getting salespeople to use data and analytics to make better decisions.

    View This Tutorial