Imagine finding out that by changing a certain sales group's compensation slightly, you could increase your sales success. Or realizing that your marketing materials are targeting the wrong clients and decision makers. Now, imagine finding this out BEFORE you spend real dollars to completely revamp the products and services you are offering.

EndGame understands that the reasons a customer will decide to do business with you are often complex. EndGame has developed a process and methodology that gives you comprehensive analysis about why your team is winning and losing deals. A Win/Loss Analysis by EndGame includes actionable intelligence regarding:

• sales targets and decision makers
• effects of marketed value propositions
• customer and prospect perceptions about your company, its products/services, and the sales process

EndGame's Win/Loss Studies offer both breadth and depth of research so you can see what happens when those crucial selection decisions are made. The following are just some of the targets from which EndGame solicits first-hand information:

Sales Representatives: Frontline sales representatives are often tasked with identifying and qualifying prospects, as well as identifying the right products or services for those prospects and clients. In addition, they usually have the most contact with the customers during a sales cycle. These representatives can provide a wealth of information just from their own experiences selecting and selling to prospects. In addition, matching representatives' responses to those of the customer can provide valuable insight into the decision-making process.

Customers: Customers who have made the decision to purchase your products or services provide excellent insight into compelling value propositions. These include not only the value propositions that led to their final decision but also the reasons they first decided to accept a proposal or cellect more information. These customers can also provide insight into the evaluation process of competitive offerings.

Lost Leads: Prospects that have made the decision not to purchase your products and services are sources of strategic information about the value propositions you are offering. Whether the decision was made to go with a competitor, keep the status quo, or find an alternative solution, lost leads can provide a unique perspective regarding their perceptions of your products/service, sales process and company.

Analysis

EndGame sets itself apart from traditional win/loss studies in the amount of analysis that goes into putting together the "pieces of the puzzle". EndGame interviews key client contacts to round out the win/loss study. This allows EndGame analysts to consider all aspects of why deals are won and lost. The depth of research EndGame provides allows for a thorough analysis process and a presentation of detailed findings as well as concise summaries with reccomendations backed up by the data collected from primary interviews.

EndGame's win/loss studies are customized to the unique needs of our clients and can be provided as a single project or as part of EndGame's Continuous Competitive Intelligence (CCI) offering. The results of an EndGame Strategic Win/Loss Analysis can be further enhanced with EndGame's competitive intelligence offerings to compare your products, services and approaches to that of your competitors.

Contact Us for more information about these valuable services.