In its simplest terms, win/loss analysis is the process of determining why your deals were won or lost. Most organizations currently use a blend of various tools, manager observation, win/loss analysis templates, and strategies to come to a conclusion.
Unfortunately, most of these insights come from the sales team itself, meaning they’re one-sided and biased. By leaving out customer feedback, they could be doing more harm than good.
Challenger Loop is a B2b sales win/loss tool that incorporates candid customer feedback throughout the buying experience to understand why deals are won or lost.
Read the statement from Challenger CEO Andee Harris on why we launched Loop.
Loop measures sales experience, seller skills, and competitive positioning using proprietary Challenger elements.
Anyone with an event-based sales that uses a CRM system is a good fit for Loop. The surveys that power Loop are industry-agnostic, and Loop generates meaningful insights for organizations of any size.
Most traditional win/loss analysis tools only ask for feedback after deals are closed, when incentive to respond is low and the sales experience can’t be changed. Loop asks for live -deal feedback in addition to closed deal feedback to provide insights before it is too late to intervene, maximizing the opportunity to alter behavior and win the sale.
Additionally, Loop does more than just identify problems, it prescribes solutions. Loop’s proprietary survey questions tie directly to key Challenger principles, making it easy to identify gaps in selling skills and take action to improve the quality of your sales team overall.
The survey questions are based on the customer study that founded the Challenger model. All survey questions have been extensively tested and researched and are included to specifically gauge customer sentiment across key Challenger principles.
Yes. CSAT scores measure customer satisfaction, while Loop measures the sales experience and seller skills. This means that Loop and CSAT surveys can live alongside and complement one another.