#improvement

Conduct win-loss analysis to improve sales effectiveness. Process: 1. Interview recent wins and losses (within 30 days). 2. Ask about decision criteria, evaluation process, and competitors. 3. Identify patterns in wins (what we do well). 4. Uncover reasons for losses (product gaps, pricing, sales execution). 5. Quantify impact of each factor. 6. Share insights with product, marketing, and sales teams. 7. Implement improvements and track impact. Use neutral third party for honest feedback. Aim for 20+ interviews per quarter. Create action plan from findings.

Extract insights from won and lost deals. Interview timing: 2-4 weeks after decision (emotions settled, memory fresh). Conductor: neutral party (product manager, not account exec). Questions for wins: 1. Why did you choose us? 2. What almost made you choose competitor? 3. How was the buying process? 4. What could we improve? Questions for losses: 1. Why did you choose competitor? 2. What could we have done differently? 3. How did competitors differentiate? 4. Would you consider us in future? Document verbatim quotes. Identify patterns across 10+ interviews. Common themes: pricing, features, support, trust. Share findings with product, marketing, sales teams quarterly. Adjust messaging, product roadmap, sales process.

Build customer feedback system. Loop: 1. Collect feedback (surveys, interviews, support tickets, usage data). 2. Analyze and categorize. 3. Prioritize based on impact and frequency. 4. Act on insights (product changes, process improvements). 5. Close the loop (tell customers what changed). 6. Measure impact. Use NPS, CSAT, CES metrics. Make feedback easy. Show you listen. Continuous improvement cycle.