Losing opportunities -to- winning intelligence

Great article on how to gain intelligence on what prevented a sale - pay special attention to removing the sales person to ensure objective information is received and the prospect is willing to commit to an "exit interview"

http://www.inc.com/guides/small-business-sales-tracking.html

Summary:
1.  Create a Template - know what you want to know
2.  Perform Analysis within 2-4 weeks
3.  Did anyone win?  What was the perceived value?
4.  First/Last Impression - How'd ya find us? Would you still recommend us?
5.  Ask them to rank what helped most, what was most effective?
6.  Remove the Sales Person from this process
7.  Analyze both qualitatively and quantitatively to adjust and adapt

We are only afraid of what we don't know. 

Happy Marketing.