What is the lost sale analysis that BtoB companies should undertake?

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The biggest mission in the sales activities of B2B companies is to turn potential customers into customers. However, in the process, there are many cases where business opportunities are lost. In order to prevent such lost sales and increase the success rate, it is important to deeply analyze the causes of lost sales and take concrete measures.

In this article, we will explain in detail the importance of lost sales hong-kong consumer email list analysis and effective methods. By fundamentally understanding the reasons why sales are lost and taking concrete measures to improve, it is possible to increase the success rate. By reading to the end, we hope you will read on as it will help you improve your sales process starting today.

What is Lost Sales Analysis?
Lost sales analysis is an important process for deeply understanding sales losses that occur in sales activities, that is, situations in which opportunities for transactions are missed, and for improving future sales strategies. Lost sales include cases where a customer chooses a competitor's product or service, or where a contract is not reached for some reason. By analyzing these situations, the specific reasons for the loss can be clarified and understood from the ground up. For example, if a customer chooses a competing product after comparing it with your company's, we analyze what factors were responsible for the loss, such as price, features, and service quality. As a result, it is possible to deduce that the reason for the failure to reach a contract was the sales representative's lack of understanding of the customer's needs or communication problems. Through these analyses, companies can consider specific improvement measures. Therefore, lost sales analysis is not just an examination of failure, but an essential process for building a sales foundation for future successful negotiations.

Purpose of conducting lost sale analysis
How to analyze lost sales

There are three main reasons why companies conduct lost sale analysis: