Run a win-loss analysis
Learn from wins and losses
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Write a win-loss analysis framework for [product] in competitive deals. Design: interview questions for won and lost customers (separate scripts), categories to score (product fit, pricing, sales experience, competition), how to aggregate results across [N] interviews, how to present findings to product and sales leadership, and a template for quarterly win-loss review.
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Pour maximiser l'impact, segmentez vos entretiens par persona (décideur, utilisateur) : leurs critères de gain/perte diffèrent souvent. Ajoutez un score de fiabilité à chaque retour pour pondérer les verbatims dans l'agrégation. Cela évite de sur-représenter les voix les plus extrêmes.
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