Fifty-three percent (53%) of buyers say that lost deals were winnable if the losing account manager would have done something different. Yet most time, we believe the situation is beyond our control—a lack of product features, or our price was too high or some other organizational issues on the client side. But actual customer feedback from over 100,000 B2B decisions at more than 500 companies in 50 industries tells a different story. The good news is most of those missteps are fixable. What if you could find the hidden blind spots that cause you to lose winnable deals, and then fix those problems with research-backed, tested and proven approaches?
In this webcast with Tim Riesterer, Chief Strategy Officer at Corporate Visions, you’ll learn the top ways to close the gap on winnable deals:
· How to conduct problem-minded discovery, not solution-minded, to improve problem agreement and solution alignment.
· How to create clear and differentiated contrast between the customer’s installed approach and any competitive alternatives.
· How to articulate your solution’s value in a way that protects your pricing while convincing executive buyers to make a decision.
Chief Strategy Officer, Corporate Visions