Documente Academic
Documente Profesional
Documente Cultură
1
11/26/2016
Purpose
Procedure/ Process
Performance
Persons
IT services
IT Products
2
11/26/2016
Pre-Sales
Campaign Prospecting Research Open
Develop
Need
Propose
Solution
Eliminate
Doubts
Close
ODPEC
3
11/26/2016
4
11/26/2016
3 Confirmed Network 60 90 54
Implementation
Opportunities
lost
Leads aging
Opportunities
won
5
11/26/2016
Purpose?
To meet the business targets in terms of
revenue
6
11/26/2016
Total commission
Commission per employee
7
11/26/2016
8
11/26/2016
9
11/26/2016
10
11/26/2016
Competitors analysis
Percentage loss ( in number and value) against each
of the top three competitors ( technical bids)
Percentage win
Revenue lost to competitor
Top 3 competitor
Number of deals lost with existing customers
Total opportunities with competitor present
Winning against competitor B
Thus
Each stage you know why were you
eliminated?
Could not meet the needs, needs mismatch
Could not qualify response to RFP, in terms of
solution offerings
Could not negotiate well, pricing related issues
11
11/26/2016
3
0
12