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17%. This is the average portion of the time in the buying journey a B2B buyer spends on interacting with suppliers. In other words, 83% of the buying process happens without contact with your sales team. And this ratio drops even lower when buyers are comparing multiple options (source: Gartner).

We’re thrilled to announce a game-changing partnership between Modjo and Diffly, combining the power of two best-in-class platforms to provide Revenue teams with a comprehensive, data-driven view of their entire sales cycle.

Win-loss analysis means receiving feedback at the end of an opportunity about why we win and why we lose it. Performing qualitative interviews with the buyer directly gives incredible data to organizations as to why they lost or won deals.

Asking only internal people about why they lose or win also comes with big biases. All of this gives you subjective answers as to why you win or lose. If you want to get concrete answers to increase your conversion & retention rate, you have to systematically integrate your real buyer in the loop. This practice comes with a win-loss analysis program.

Launching win-loss analysis is not easy and we often observe 6 common mistakes. In this article, we explore these mistakes and how to avoid them to get the most out of your win-loss analysis programs.

How many times have you asked your sales team why they lost this deal? What if you get the superpower to be 100% sure about why the prospect didn’t really choose you? Win-loss analysis offers this power.

According to Gartner, B2B companies that take a more comprehensive win-loss analysis approach have seen a 15% to 30% increase in revenue and up to 50% improvement in win rates. This is huge but how can you be sure win-loss will have a real impact?

Executives are always super excited about win-loss analysis. One of their jobs is to make sure their company drives product & sales strategy by prospects and clients’ insights. They also want to know where they leave money on the table.

Product marketers usually perform win-loss analysis in their organization to know with precision why their company wins or loses deals. Win-loss helps them sharpen their Go-to-market strategy & tactics, influence roadmap with data, collect competitive data, build winning battle cards and improve marketing messaging.