pm-win-loss-analysis

Run a Pragmatic Institute Win/Loss analysis — understand why recent evaluators did or did not buy and the steps they took in their buying process. Use when a PM says "why did we win/lose", "win-loss", "why do deals slip", "churn reasons", "why did they pick the competitor", or "interview a lost prospect". Enforces the rule that win/loss is run by an objective party not involved in the sale, and evaluates the buying…