Diffly's Decision Driver page delivers the full value of your win-loss analysis programs. This is the aggregation of all the feedback we have collected that give you the main reason why you win and why you lose deals.
What is a decision driver?
A Decision Driver is a driver that have an impact on the outcome of a deal. This is a factor that influences the outcome of a deal—positively or negatively.
They are classified into four categories:
Strongly positive: Factors that had a very positive impact on your buyer
Positive: Factors that had a positive impact on your buyer.
Negative: Factors that had a negative impact on your buyer.
Strongly negative: Factors that had a very negative impact on your buyer.
Generally speaking, we sort them into 6 categories but you have the full autonomy to customize them in the Setting Section of Diffly:
Sales experience
Company
Price
Product / Service
Client support
Internal factors
How is it game-changer compared to CRM closed-lost reason?
Win-loss only with your CRM
Win-loss only with your CRM
Win-loss with Diffly
Win-loss with Diffly
4 mains reasons explains why Diffly's win-loss analysis gives you the real insights behind your wins and losses compared to CRM closed-lost reason:
Reason 1: There is a big bias as you only asked your salespeople to explain why they lost
Reason 2: Close-lost reasons mix up the cause and the consequence
Reason 3: Close-lost reasons are not actionable
Reason 4: Selling is multi-faceted. You only ask for one or two reasons
Understanding these drivers helps you identify patterns about what makes you win and what makes you lose
How is the “Decision Driver” page organized?
You can analyze the data about why you win and why you lose :
Globally without any filter
Specifically by filtering on any CRM fields (on a particular competitor, sales rep, area, amount, product lines, etc.)
The “Decision Driver” page is divided into 5 main sections. Here is a description of each section visible on this page.
Recurring decision drivers
This is the decision drivers that are the most frequent (positive or negative). These recurring drivers enable you to identify common themes that systematically affect your business results.
You can see how many deals have been influenced by these decision drivers.
You can also dig deeper by clicking on this decision driver and get access to all the verbatim associated with it.
See example here
See example here
Tips: As this is the most frequent decision drivers, you have two options:
Whether you decide to act on them and you will win more deals
Whether you don't decide to act on them and you will lose deals.
Winning decision drivers
Winning Decision Drivers are the drivers that makes you win deals.
We give you the number of deals that have been influenced by this decision drivers and the sum of their amounts.
The winning influence is a proprietary internal calculation taking into account the level of influence and the level of occurence. It tells you at which point this decision drivers impacts your winning deals.
You can also dig deeper by clicking on this decision driver and get access to all the verbatim associated with it.
Understanding these drivers can help you understand why you win and replicate success
Please note : This section only concern the deals won
Losing decision drivers
Losing Decision Drivers are the drivers that makes you lose deals.
We give you the number of deals that have been influenced by this decision drivers and the sum of their amounts.
The losing influence is a proprietary internal calculation taking into account the level of influence and the level of occurence. It tells you at which point this decision drivers impacts your losing deals.
You can also dig deeper by clicking on this decision driver and get access to all the verbatim associated with it.
Understanding these drivers can help you understand why you lose and take actionable action plans to improve your win & retention rate
Please note : This section only concern the deals lost
Strengths
Strengths are the major assets of your product or service that positively influence purchasing decisions, whether the deal is won or lost.
We give you the number of deals that have been influenced by this decision drivers and the sum of their amounts.
The influence on strengths is a proprietary internal calculation taking into account the level of influence and the level of occurence. It tells you at which point this decision drivers impacts your losing deals.
You can also dig deeper by clicking on this decision driver and get access to all the verbatim associated with it.
Understanding these drivers can help you highlight your assets to attract more customers, understand what motivates their choices and reinforce your competitive edge.
Weaknesses
Weaknesses are the major assets of your product or service that negatively influence purchasing decisions, whether the deal is won or lost.
We give you the number of deals that have been influenced by this decision drivers and the sum of their amounts.
The influence on weaknesses is a proprietary internal calculation taking into account the level of influence and the level of occurence. It tells you at which point this decision drivers impacts your losing deals.
You can also dig deeper by clicking on this decision driver and get access to all the verbatim associated with it.
Understanding these weaknesses allows you to identify areas for improvement, address key pain points that discourage potential customers, and ultimately strengthen your market position.
Decision driver analysis (table view)
This table ranks all of your decision drivers so that you can make comparison between them. You have:
The category associated with the decision driver
The number of deals that have been influenced by this decision driver
The level of influence
The split of ratings
Decision driver analysis (chart view)
This chart gives you the position of your decision driver with:
On the horizontal axis: level of influence
On the vertical axis: level of occurence
This is the power of win-loss analysis: thanks to this dashboard, you get direct access on what makes you really lose and what makes you really win
At Diffly, we are at your entire disposal if you need more information and/or product
improvements! Don't hesitate to contact us!