ValueNotes Connect

Welcome to the February issue of ValueNotes Connect.

A drop-down menu isn’t going to tell you the truth about why you lost a prospective client. Often, probing, and delving deeper into a customer’s mind, could reveal a completely different reason… the real one.

Very few (if any) organisations will admit they don’t conduct win-loss analysis. After all, this is now deemed integral to every sales process. Since every CRM has a field for “Reasons for loss”, it is easy enough to analyse. Any analysis is only as good as the data that is available. Yet, majority of organisations don’t take cognizance of the quality of data in their CRMs. This is the biggest reason for failing to get actionable insights. The answers are available… all we need to do is ask the right people, in the right way!

Everyone agrees customers are the raison d’être of an organisation. Companies have processes to gather customer feedback that can potentially provide valuable insights for product design, marketing strategies, sales strategies, etc. Call it voice of customer, customer satisfaction or a win-loss analysis… the successful firms are those that actually listen to what their customers are saying.

Do have a look at our case study where our win-loss analysis helped the client re-orient their sales & marketing strategy, resulting in a 30% increase in their win rate.

We hope all our readers have had a good start to the year… ValueNotes has shifted to a new office, down the road from the earlier one. Here’s our new telephone number – +91 20 6736 9800.

As always, we hope you enjoy reading our newsletter, and we look forward to your comments.

Best regards.

Win Loss is not CRM analysis

by Arun Jethmalani

Very few (if any) organizations will admit they don’t conduct win-loss analysis. After all, this is now deemed integral to every sales process. Since every CRM has a field for “Reasons for loss”, it is easy enough to analyze. Any analysis is only as good as the data that is available. Yet, majority of organizations don’t take cognizance of the quality of data in their CRMs. This is the biggest reason for failing to get actionable insights.

more>>

Getting past customer intelligence jargon

by Varsha Chitale

Everyone agrees that the customer is the proverbial king, and many companies have processes for gathering some customer feedback. The successful ones are those that actually listen to what their customers are saying. Since customers are the raison d’être of an organisation, they can potentially provide valuable insights for product design, marketing strategies, sales strategies, etc. Here’s a quick 101 on three broad types of the most frequently conducted customer intelligence studies…

more>>

Insights

  • Case study: Win-loss analysis helped the client re-orient their sales & marketing strategy, which resulted in a 30% increase in their win rate

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Some client problems we have solved:

  • Awareness of ABS + Airbags among OEM dealerships
  • Customer satisfaction survey for lighting control gears for a German manufacturer
  • Voice of customer study to determine desired features of a new product
  • Customer needs assessment for an international elevator company
  • Consumer perception for an Indian mortgage financier
  • CSAT exercise for a product development firm
Do get in touch with us on email – research@valuenotes.co.in
Or leave us a message using our online form
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