What are the best questions to ask during a sales win-loss analysis interview?
An honest starting point for anyone looking to bone up on B2B win-loss analysis.
At the same time, this is the completely wrong way to go about it.
There will never be a list of questions that perfectly suit every win-loss interview.
That said, there are absolutely several best practices for win-loss analysis that, when followed, will set you and your program up for success.
No matter what, make sure you’re asking questions that acknowledge every step in the buying process.
Generally, there are 10 steps in the buyer journey you need to consider when conducting a win-loss analysis interview.
How did you go about requirements gathering?
How well did [company] align with your requirements?
What were your must-haves?
Guilty! There is indeed a 31st question. It’s one that comes at the end of your interview — and happens to be the most fun of the bunch.
If you want to check that question out, as well as 50 others, download our Win-Loss Interview Toolkit & Checklist.
A win-loss interview is the best way to get first-hand feedback on your entire sales cycle, from discovery through to decision.
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