Win Loss Analysis: Interview the Decision, Not the Deal
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Win Loss Analysis: Interview the Decision, Not the Deal
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Most win loss analysis stops at a list of loss reasons, which is why nothing changes. In one sample of around 3,000 lost deals, the reason the rep typed into the CRM matched the reason the buyer gave roughly 15 percent of the time. The rep is not lazy. The buyer never told them. This episode covers the fix: interview the decision, not the deal. We get into why closed-lost reasons are structurally unreliable, the three questions asked in the order the decision actually happened, why you have to call your wins and not only your losses, why losing to no decision is a different problem from losing to a rival, and how to turn findings into changes: words, sales process, pricing, product, cheapest first. Read the full post: https://teardownx.com/blog/win-loss-analysis TeardownX runs GTM teardowns for founder-led B2B companies. Positioning, ICP, pricing, funnel.