What is Win/Loss Analysis?
A research method that analyzes won and lost deals to understand competitive dynamics and improve win rates.
Detailed Explanation
Win/loss analysis is a systematic approach to understanding why deals are won or lost by interviewing buyers after purchase decisions. This methodology provides invaluable competitive insights directly from customers who evaluated your solution against competitors. It reveals true competitive positioning, objection patterns, and decision criteria.
Real-World Examples
Post-decision buyer interviews
Analysis of deals lost to specific competitors
Win rate trend analysis by competitor
How It's Used
Sales process improvement
Competitive positioning refinement
Product feedback and roadmap
Messaging optimization
Put Win/Loss Analysis Into Practice
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