How to run win/loss interviews people answer
Placeholder Author · · 6 min read
Response rates on win/loss outreach are mostly a function of framing. 'Can we get 20 minutes of feedback so we build a better product' works. 'Can we reconnect about your evaluation' does not.
The five questions that carry the interview
- What made you start looking in the first place?
- Who else was involved in the decision, and what did they care about?
- What did you think we did well?
- Where did we lose you — and when?
- What would have had to be true for you to choose us?
The moment a rep joins the call, you stop getting research and start getting a second sales conversation.