Win-Loss Research
One-on-One Calls Improve Sales Conversion Rates
The Challenge
A leading ecommerce platform was challenged with sustaining market leadership and improving sales conversion in 2018 when faced with very real competition from several other ecommerce platforms existing and emerging on the market.
While name recognition went a long way, this platform needed to improve Marketing and Sales approaches that would capitalize on what differentiated its platform, and exploited its strengths to better address customer pain points and needs.
The Solution
Through qualitative one-on-one “Win/Loss” interview calls, the Preference Analytics team:
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Identified whether ecommerce platforms were amongst merchants’ most preferred sales channels
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Learned about what motivates merchants to shop for a new ecommerce platform
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Ascertained merchants’ level of awareness and consideration of this specific platform
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Evaluated the company’s sales process through the eyes of merchants who had experienced it
The Results
Preference Analytics helped this ecommerce company improve their Sales processes with an increase in the number of “Wins” and decrease in “Losses.”