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Win/Loss Analysis: Whom Do I Choose?

It is easy for a small company to select participants for win/loss analysis. Small companies, by definition, tend not to have a particularly deep backlog of clients, at least in the B2B world. If you’ve only ever had twenty clients then selecting...

Complacency: Are You Really Winning?

Too often, when flush with victory, we grow overconfident and start attributing our success to skill or virtue, rather than luck or happenstance. At Eigenworks we see the results of this overconfidence all the time when we study churn - the...

Why Your Lost Buyer Gets On The Phone

So you got pretty badly burned during your last sale. Things started off well, and with the best intentions - a vendor and a buyer coming together to form a partnership, one providing the tools the other would use to reach success. Only things...

Why are we winning so much?

Internal beliefs are interesting, and sometimes misleading. Companies can develop a shared understanding of the truth and work with that set of beliefs, even in spite of evidence to the contrary.

The Gaps in Win/Loss Analysis: Why Sales Doesn't Have the Full Story.

Is Win/Loss Analysis Too Sensitive To Share?

After a month of interviews, analysis, data slicing, and late nights, your win/loss analysis is ready for release. You send it out with a solemn hope that your keen insights have shaped a report worth reading - but within three hours harsh words...

Booking Win/Loss Interviews: 6 Tips & Tricks

Imagine for a moment you’re preparing for a series of win/loss interviews in which you are well-prepared. You’ve been familiarizing yourself with a host of good win/loss practices - you know how many interviews you need, you’ve sussed-out your...

Keeping the ‘Win’ in ‘Win/Loss Analysis’

It’s the end of the quarter, and your company has had a disappointing run. The rollout of your new SaaS product failed to meet sales targets - subscriptions aren’t what they should be, and many potential buyers didn’t end-up buying like you...

Opening-Up the Untalkative Buyer

Picture yourself about to conduct a win/loss interview. You have a list of thoughtful, engaging questions in front of you, a page of notes, and (hopefully!) a fresh cup of pour over. You’ve done your research – you know the company you’re about...

The Unhappy Buyer: When Win/Loss Calls Go Bad

You reach for the phone, eager with anticipation. You’re making a win/loss call, and this one’s a win. It’s a chance to hear what it is you’re doing right, and perhaps bask a little in the praise of a buyer. But no sooner have you made your...

The Interview Process Part 2: Opening-Up a Buyer Interview

Buyer interviews are not scripted surveys. Instead they need to create a meeting of the minds and produce candid insights. You want the truth. To get 'golden' revelations - to extract real value from a buyer interview - there needs to be a...

The Interview Process Part 1: Know Thyself

Doing your own win/loss analysis or churn analysis can seem like a daunting task. We’ve already discussed some of the prep work you need to accomplish, not to mention the theories that drive our understanding of the interview process, but moving...

How Many Calls Are Enough? Win/Loss Analysis and Sample Size

There are few things worse than wasted time. In a business world where less than 3 of 10 startups reaches an exit, and many product launches fail to reach their potential, we need to make better, more informed decisions. And we can’t do this by...

McNamara’s Myopia: Why Quantitative Data Can Kill

There’s an old anecdote that, at the height of the Vietnam War in 1969, an order was given that all the quantitative data the US military possessed was to be fed into a supercomputer in the basement of the Pentagon. The computer was given...

The Right Thing To Do: How Buyer Logic Shapes Fundamental Change

At Eigenworks, one of our precepts is that ‘data isn’t everything.’ It’s the founding principle behind our Buyer-As-Hero™ ethos, and has sometimes brought us into conflict with companies for whom ‘data-driven’ is the be-all and end-all of...

Chalk-Talk Round-Up: Episodes 3 & 4

In this second round-up of our Expert Chalk-Talk series, Alan Armstrong covers validation - what it looks like, what it feels like, and how to accept that searching for it is a wothwhile endeavour. (For more on the subject, check-out our article '

The Dragon Unslain: Churn, Buyer-As-Hero™, and F∆ Narratives

You recognize the 3 types of churn to the point that you can recite their symptoms in your sleep. You’ve considered the importance of your buyer’s story to churn so often it dominates your every waking moment. You’ve hovered your cursor over the...

Diamonds In The Rough: Win/Loss Analysis & the Things You Already Know

Think of the people around you in the office. Imagine making a detailed list of what they think of you. How certain are you that the list is accurate? Certain enough to place a large bet on it? If the people around you were speaking candidly,...

Introducing the Chalk Talks: An Insider's Look At Win/Loss Analysis

Every day at Eigenworks we talk about the psychology of sales. Every day we debate the meaning of churn and the best way to manage retention. Every day we come into work and transform into philosophers, ready at any moment to stake a claim to the...

Seeing the Full Picture: The 360° Win/Loss View

In our last article on the subject, Can You Hear Me Now , we argued that what a salesperson says to a buyer and what the buyer actually hears are generally not the same thing, and this impacts the feedback that buyers give to their sales reps. We...

Can You Hear Me Now?

The Buyer’s Voice and the Art of Listening

Salespeople, this first question goes out to you: if I were to ask you how often you listen to your buyers, I suspect most-if-not-all of you would say “always.” In fact, I bet most of you would say...

Who owns churn analysis?

I often get asked who should own churn analysis for SaaS companies. It's a tough question because the discipline of customer success is still being defined, and many companies are just establishing customer success departments.

Why you should publish Win/Loss and Churn Analysis Reports to the broadest possible audience

Our Win/Loss and Churn Analysis reports contain incredibly candid and detailed information about a buyer's decision making process. Because of this sensitivity, many clients understandably want to manage the information tightly and distribute...

Don’t Do It! You Can’t Replace Buyer Interviews with Focus Group Panels

Focus Group Panels are Great and All, But They Don’t Get the Full Story

We recently chatted with a prospective client who said that they do their own win/loss and churn analysis in-house. Great! They told us that they see the value in hiring a...

Non-Obvious Lessons Learned from a Few Thousand Buyer Interviews

I’m hanging out this week at Saastr 2017. Great conference, great speakers. Tons of insight. Very cool to hear Twillio’s story straight from Jeff Lawson, and hear CEOs reflect on what changes at $20M, 50M, and $100M ARR, straight from veterans...

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