Collection
Win/loss & switching
Why they chose you, what nearly sent them elsewhere, and the forces that move people off their old way of doing things.
“What finally pushed you to change how you were doing this?”
Best in an interview
From Bob Moesta · Author of Demand-Side Sales 101; co-developer of the Forces of Progress
“What worried you most about switching to us?”
Best in an interview
From Bob Moesta · Author of Demand-Side Sales 101; co-developer of the Forces of Progress
“When you compared the options, what made you choose this one?”
Best in an interview
From April Dunford · Author of Sales Pitch and Obviously Awesome
“What almost made you go with someone else?”
Best in a sales call
From Win-loss analysis methodology · Competitive win-loss interview practice; documented by Clozd (Andrew Peterson), a win-loss analysis firm