Can anyone suggest a list of 5 disqualification and 5 winback reasons that Sales people should fill out (for data analytics) - they only fill out 1 reasons of course, if they move deals to these stages.
When you say winback reasons though, is that for lapsed/previous customers or for re-engaged contacts that you were talking to before, then disappeared and you re-engaged and then closed?
Most of our products are essential industrial commodities so, timing really isn't a factor in our world (it typically more of an excuse anyway). We boil wins/losses down into these basic reasons:
Price (self explanitory)
Features (the need a specific feature or specification)
Availability (our lead time is/isn't better that the competition
Relationship (whose got the better one) <— new decision maker would fall here
When you say winback reasons though, is that for lapsed/previous customers or for re-engaged contacts that you were talking to before, then disappeared and you re-engaged and then closed?
Ie winback, it's for both lapsed/previous customers or for re-engaged contacts that we were talking to before, then disappeared and we re-engaged and then closed