But why didn’t you sign this client? What could you have done? To make? This is not the debate. Missing a sale is Turkmenistan Email List development strategy and better meets the buyer’s expectations. You may think that dwelling on a missed sale is a waste of time. And suddenly, after having already missed a client and seeing that time is money, it will not be beneficial for your turnover. Improve your sales pitch; Optimize your commercial prospecting actions; Better understand the expectations of the modern B2B buyer; Promote your collaboration with other services; Signing a new client is a team effort. In B2B, the sales department must be able to count on customer service.

Technical service, and Marketing service. As we will see later, Marketing can support salespeople in converting a prospect into a customer by creating high value-added content that will feed the thought of this prospect. Now let’s take a look at how to effectively analyze your missed sale. Take stock of your Personas. A persona is the profile of your ideal customer. Defining your personas is essential to generate leads who are qualified and mature. A persona is in fact a portrait containing all the criteria that characterize the perfect prospect for you. It allows Marketing to generate qualified and mature leads that they will then forward to you for conversion. A missed sale is an opportunity to take stock of your Personas.

It is a mistake, a big mistake

Did the prospect you just lost really match your Persona? Do you have all the information you needed to validate that your prospect was qualified and mature enough to be converted? Did you know enough to offer the personalized and contextualized approach that a B2B decision-maker demands? If the answer to these questions is no, see how to get more information with Marketing. If the answer is yes, ask yourself if your Persona is really relevant. Do you want to generate more qualified leads? Discover Inbound Marketing by Downloading our White Paper! Analyze Your Prospect’s Journey. What do you do when you’ve lost your car key or phone? You think back to your day to determine when you last saw him and when you might have lost his way.


The same applies to effectively analyze a missed sale. The first point to consider is the source of your prospect: was it coming from your website? Social networks? An Emailing campaign? From a prospecting action in the hard? The second point to analyze is his behavior towards your exchanges and your content: did he visit your website? Did he upload any documents to your site? Has he read your emails? Clicked on the links they contained? This point will allow you to determine how engaged your prospect was and if he was mature enough to convert. Analyzing your prospect’s journey during a failed sale will allow you to identify areas of optimization for your conversion funnel.

We follow this 3-step process

From lead generation to their conversion. Step Identify the Reason for the Missed Sale and Take Action. At this point in the analysis, you have everything you need to understand why you missed your sale. There are many reasons for a missed sale: Too low a budget. Too high a price. A Deadline that is too short or too long. Competition, A lack of maturity. This analytical work should allow you to bring regular optimizations to your sales prospecting strategy, in particular by asking for help from Marketing. Let me explain myself by example: Each week, we review with Sébastien – the salesperson – and me – Ludo the marketer – to understand why we have lost certain deals.

And at the end of each meeting, Sébastien constantly asks me to write new content that will allow him to effectively feed the buying thinking of these prospects. It is not easy to respond to an objection or a fear orally in the middle of an appointment. Anticipating this sticking point by delivering high-value content to your prospect can clearly save a sale. Do you doubt it? Here are 4 advantages that will convince you: The B2B decision-maker no longer wishes to speak to a sales representative before having made up for himself a precise idea of ​​the solution he needs. The decision-maker prefers to carry out his buying thinking alone and, once he has reached maturity on his subject.

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