1056: Win/Loss Analysis, with Andrew Peterson and Spencer Dent
Sales Strategy & Enablement by Revenue.io
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The Key to a Good Wind Loss Interview
The key to a good wind loss interview is it is not a rigid survey conversation. You can spend a lot of time talking about product features and what they liked or didn't like. But you really want to figure out what were the trigger points, that caused the buyer to choose you or not choose you. What were the things that influenced them in either direction, and to what extent did they influence? Oftentimes it's one buyer added ad an account that we'll interview. On the bigger, most strategic deals, we'll interview multiple buyers. There's actually a huge value to having a third party do the interview for you. Buyers are much more candid when talking to a third
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