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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?...
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. Measur...
