Porter Research integrates the knowledge value chain by systematically collecting market data, transforming that data into targeted and actionable knowledge, and leveraging that knowledge in your go-to-market planning and execution.

We provide you with the reach and richness of business intelligence to carefully assess your target market. And, we offer the ability to enhance the speed and precision of your go-to-market planning and execution through business consulting and training.

Win-Loss Sales Decision Research

Customers buy for their reasons, not yours. Why do you win some sales and lose others? Is it your sales team, your product, your technology, or something else? How were competing vendors in your sales opportunities assessed? Using details about the Sales Decision Process (SDP), we can play a role in helping you improve your "success rate" in the trillion dollar IT marketplace.

Most software and technology companies are faced with a daunting task: to successfully win new sales in the face of new, ever-changing technology in an environment of intensifying competition.

Sales executives are grappling with how they can improve sales and increase their client base. With the rise in competition, it has become critical to increase win rates and become smarter about pursuing deals.

Probing into specific reasons why sales opportunities are won or lost, Porter Research usually includes the following questions:

• What key factors really clinched the deal?
  
  
• In which areas were the winning and losing vendors strongest and weakest?
  
  
• What could have swayed the deal in favor of the losing vendor?
  
  
• How did the sales relationship impact losing the deal?
  
  
• What importance level did the prospect assign to key buying criteria?
  
  
• How did the losing vendor rate against the winning vendor for key buying criteria?

To find out how to get a copy of a sample Win-Loss survey instrument, please click here.