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A Win Loss Analysis Template is a structured document that businesses use to evaluate the reasons behind the success or failure of a sales opportunity, helping them understand their performance in the marketplace.
- Choose One (Max Two) Goals For Your Win-Loss Analysis
- Establish A Specific Working Hypothesis (or Two) to Explore
- Narrowing The Scope of The Win-Loss Analysis
- Come Up with Open-Ended, Thoughtful Questions to Ask During Your Interviews
- Look For Common Themes and Trends in The Interview Data and Categorize Them
- Package Your Findings and Distribute Them Intentionally
The results and findings of your competitive win-loss analysis program can’t be everything to everyone. In fact, it’s pretty unlikely that the results will make a massive, immediate impact to your business’s bottom line. But that’s not the point. What you should be doing is identifying one (maybe two) areas you’d like to improve, such as: 1. Improv...
Apologies in advance for bringing you back to your 10th-grade science class. But in order to give some structure and direction to your win-loss analysis, it’s important to have some educated assumptions about the topic you’re exploring. A hypothesis is just that: a prediction of a result based on a limited set of information. For example: We’re los...
We have a favourite metaphor here at Klue. It’s one that comes up all the time when we talk to industry experts like Clara Smyth from Slack or Chris Agnoli from Juniper Networks. Don’t try to boil the ocean. Clara and Chris talk about it in the context of building a compete program. But your win-loss program will be served by this advice as well. I...
The most successful win-loss analysis interviews blend the art of conversation with the art of interviewing. That’s because it’s as much about the tone of the questions as it is about the questions themselves. “It’s very much open dialogue — a business conversation. It’s not like we’ve got a script of set-in-stone questions,” said CEO at IceBergIQ ...
Once you’ve conducted your interviews, you’re going to have a lot of raw information and data to sift through. Give yourself the time and space to go through it all. It’s critical that you take the time to ingest as much information as possible and see what qualitative insights arise. As you’re going through the data, you’ll start to notice recurri...
It’s important to keep in mind that not every piece of insight that comes from your win-loss analysis program will be earthshattering. (Part of your expectation setting should really try to drive this point home). Nevertheless, if you’ve followed all the important components laid out in this article, you will 100% come away with important informati...
Jul 30, 2021 · This blog post is a step-by-step guide to creating three such templates in Microsoft Excel. Specifically, we’re going to show you how to create: A template for collecting and organizing basic win/loss data. A template for segmenting lost deal rationale. A template for segmenting competitive win rates.
- Conor Bond
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May 13, 2024 · This template is designed to help you organize and analyze your qualitative win-loss data to identify themes in wins and loss reasons. Get the insights you need to make better decisions with this free win-loss analysis template. Learn how to use it and boost your decision-making skills today.
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May 7, 2021 · The Definitive Guide to Win/Loss Analysis: How to Gather, Analyze, and Act On Win/Loss Data. Win/loss analysis is an essential practice for anyone who wants to better understand their competitive landscape and continuously optimize processes across sales, marketing, product management, and beyond.
