Turn Lost Sales Into Better Sales Decisions
A lost sale still contains information
By the time an opportunity is lost, your business may have paid for the lead, spent time qualifying it, prepared a proposal and followed up with the prospect. Closing the record without learning from it creates the same cost without the benefit of insight.
The buyer has already compared your response, offer, communication and credibility with their alternatives. Their decision can show you what worked and what did not.
Use feedback to choose the next action
If prospects say they did not understand the proposal, improve the proposal. If they say nobody followed up, fix the follow-up process. If they say a competitor made the value clearer, improve the explanation rather than automatically cutting price.
Good feedback does not simply add comments to a report. It helps management choose between competing actions.
- improve speed to lead
- rewrite proposals
- strengthen proof and guarantees
- review pricing and payment options
- coach specific sales behaviours
Give sales and marketing the same evidence
Marketing may see a lead-quality problem while sales sees a pricing problem. Direct buyer feedback can test both explanations and reveal where the experience is actually breaking down.
AskMarshal helps teams turn those answers into recurring themes, so sales decisions are based on what prospects experienced rather than the loudest internal opinion.
Improve the next decision
The purpose of lost-sales research is not to assign blame. It is to make the next commercial decision more informed, more focused and more likely to improve the buying experience.