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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 ex...
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?...
Equip sales team with competitive intelligence. Battlecard structure per competitor: 1. Company overview (size, funding, target market). 2. Strengths (what they do well, when they win). 3. Weaknesses (gaps, common complaints). 4. Differentiation (why you win against them). 5. Objection traps (questi...
