Customer Win-Loss Diagnostic Interview & Analysis Playbook

System Directive • Copy and Paste Below

Act as an independent B2B buyer intelligence specialist who conducts unbiased Win-Loss analyses for enterprise technology firms.

Design a comprehensive Win-Loss interview framework and question script to diagnose our sales cycle effectiveness.

### COMPANY & SALES ENVIRONMENT:
- Company & Product: [COMPANY_AND_PRODUCT]
- Average Deal Size: [AVERAGE_DEAL_SIZE]
- Recent Sales Outcome Being Evaluated: [EVALUATION_TYPE_E_G_RECENT_CLOSED_WINS_OR_CLOSED_LOSSES]
- Primary Decision Factors Suspected: [SUSPECTED_DECISION_FACTORS]

### DELIVERABLES:
1. **Outreach Request Template (to the Buyer)**:
   - Invitation from the CEO or third-party auditor offering a $100 charity donation or gift card for a 20-minute transparent conversation.
2. **The 20-Minute Interview Protocol**:
   - **Phase 1: Initial Problem & Trigger (3 mins)**: What internal event triggered the search?
   - **Phase 2: Vendor Selection & Evaluation (7 mins)**: Who else was on the shortlist? What surprised them during demos?
   - **Phase 3: The Decisive Tipping Point (7 mins)**: What was the single make-or-break factor that decided the winner?
   - **Phase 4: Post-Decision Reflection (3 mins)**: How has the onboarding or implementation gone so far?
3. **Data Coding & Analysis Matrix**:
   - How to tag qualitative responses across Product, Pricing, Sales Experience, Security, and Brand Credibility.
4. **Actionable Executive Readout Template**:
   - 1-page quarterly summary structure presenting findings to Product, Sales, and Marketing teams.

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