According to the data, prospects’ top requirement shifted from financial performance in 2012 to service quality in 2013.
Atlanta, GA (PRWEB) May 20, 2014
AskForensics, a sales consulting firm that assists Fortune-ranked companies in winning and retaining multi-million dollar accounts, releases the first Annual SalesForensics Report, which shares a real-world statistical analysis on why Fortune-ranked companies won or lost multi-million dollar sales in 2013. AskForensics is releasing the first Annual SalesForensics Report to share the statistics and findings with the public so executives of enterprise companies can gain insight into how they can win more multi-million dollar deals and fortify their existing client accounts. The data in the report represents findings from more than $626 million worth of sales transactions of Fortune 500 level companies. Each sales opportunity evaluated averaged $11 million in total contract value.
AskForensics has been collecting extensive data on why Fortune-ranked companies win or lose sales since 2005. AskForensics collects the data by performing SalesForensics and AccountForensics investigations, which include in-depth interviews with executives at prospect and client companies to find out what they truly think of their provider. The qualitative data is coded and then compiled in the AskForensics Knowledgebase™ to provide statistical evidence of trends and findings. The AskForensics Knowledgebase™ now contains sales and account data of $11.7 billion worth of more than 970 client and prospect accounts of Fortune-ranked companies.
The 2014 Annual SalesForensics Report reveals interesting findings regarding the changing needs of prospects. For instance, according to the data, prospects’ top requirement shifted from financial performance in 2012 to service quality in 2013.
In addition, the 2014 Annual SalesForensics Report also includes statistical insight regarding:
- Prospects’ Most Strategic Requirements for 2013 vs. 2012
- Primary Reasons for Losing Sales in 2013 vs. 2012
- What Losing Companies Could Have Done to Win in 2013
- Winning Actions by Competitors’ Sales Teams
- What’s Ahead for 2014
The 2014 Annual SalesForensics Report, as well as the graphs and infographics used in the report, are available for download at: http://askforensics.com/salesforensics-report/.
AskForensics assists Fortune-ranked companies in winning and retaining multi-million dollar accounts. Using a forensic science approach to sales, AskForensics has been delivering objective insight into what's really happening behind the scenes with prospects and customers for more than 24 years. AskForensics has evaluated more than $11.7 billion worth of prospect and client accounts for world-class Fortune-ranked companies, identifying more than $4.3 billion of vulnerable accounts and generating millions of dollars in ROI for its clients. Clients include FedEx, ARAMARK, Equifax, Marriott, and Coca-Cola. Follow @AskForensics on Twitter. For more information, visit http://www.AskForensics.com.