Competitor's Pricing Cited as Main Reason for Losing the Deal
Posted on Tue, Aug 16th, 2011 by Top Rep
Filed Under: sales tips
rep tools
Competitor's Pricing Cited as Main Reason for Losing the Deal
In a recent research study, 79.6 per cent of respondents cited that the primary reason for losing a deal was due to a competitor's pricing and terms. Additional reasons
| Pricing and terms | 79.6% |
| Existing relationships | 55.6% |
| Brand equity and reputation | 37.0% |
| Product superiority | 22.2% |
| Market messaging | 20.4% |
| Sales process execution | 18.5% |
| Level of service/support | 16.7% |
| Account coverage | 14.8% |
| Availability of product/solution | 11.1% |
| ROI Business Case | 7.4% |
| References | 3.7% |
| Other reason | 1.9% |
Source: CSO Insights Sales Performance Optimization Report, February 2009.
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