Trajectory Business Services

See what you’re missing

How much do your sales reps really know about prospects’ purchase motivations, criteria, and priorities? Especially those of your lost prospects?

Trajectory’s win-loss analysis services get behind the genuine reasons your customers and lost prospects made the buying decisions they did. As an objective third party, we elicit and report candid information that may not be disclosed to a representative from your company.

One tough customer

Your most important customers are probably your products’ biggest fans and toughest critics. A customer advisory board (CAB) can channel their energy and insights into a regularly scheduled series of guided discussions about the value and enhancement of your offerings.

How can you use a CAB to create greater customer value and loyalty?

Incoming!

Trajectory’s win-loss analysis services function as an early-warning monitor of competitive threats and go-to-market effectiveness.

We obtain the perceptions of purchase decision-makers as related to the outcomes of recent sales attempts. We provide a stream of specific information to guide your company on sales training, pricing, product positioning and messaging, product development, and more.

What’s your next move?

Our customer advisory board (CAB) services provide a customer’s-eye view of your target market and the competitive forces impacting it.

A CAB brings together decision-makers and influencers from your most interested customers or clients to engage them regularly about your products and services. By understanding value on customers’ terms, firsthand, you can better position your product to win its next match.

Decisions, decisions

Why do your sales prospects decide to buy — or decline to buy — your product or service versus the competition’s?

Trajectory Business Services uncovers why, on your behalf. Our win-loss analysis services engage your recent sales prospects with an objective listening ear to identify and confirm the reasons behind their recent purchase decisions.

We obtain insights from your lost sales prospects and current customers to improve sales results.

No one is in a better position to reveal the way your market thinks — why it buys and the priorities of its purchase criteria — than the companies making buying decisions on your products and services today.

But getting the real story behind their purchase inclinations is challenging. In the haste of daily work, interaction with real customers — especially by product development and product management — is often relegated to “when we can get around to it” priority.

Gathering customer intelligence through your sales force has its limitations, too. Let’s be honest: the best-intentioned salespeople may not be fully motivated to investigate and report the reasons behind your lost sales. Even if they were, lost prospects may feel uncomfortable describing to your reps why they decided against your solution.

Trajectory Business Services helps you overcome these challenges. We act as an objective third party to acquire firsthand the reasons behind purchase (and decline-to-purchase) decisions, so you can direct product development, product management, marketing, and sales toward greater success.

Learn more about our two primary programs that acquire and apply firsthand buyer intelligence:

Trajectory's launch and organization of a CAB created well-founded and broadly based market guidance in the earliest segments of the company's product development and sales processes, where changes are the least costly and most valuable. – Dr. Lynn Yanyo, LORD Corporation, member of customer advisory board
sponsored by start-up Mustard Tree Instruments

Trajectory's win-loss analysis program provides intelligence on the buying decisions of our lost prospects and customers beyond what our sales team can gather. It's creating new opportunities for us to align our offerings, messaging, and sales approach with market expectations and unaddressed market needs. – Mark Maddox, Vice President of Branded Marketing, Cary Oil

Exceptional insight into marketing and business growth concepts. – Guy Winebrenner, Director of Market Development, 2000-2002, Progress Energy