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PH1 core capbility
YEARS EXPERIENCE
9 to 10 years
TYPICAL CLIENT
Chief Revenue Officer, VP Sales, CMO, VP Product
NECESSARY TIMELINE
2 to 3 months
Our POV
Buyers do not tell your sales team why they really chose someone else. They give the reason that ends the conversation politely, which is usually price. The actual reason is often something the deal team never heard.
An external interviewer with no stake in the commission gets a different answer. Run across enough closed deals, the pattern that emerges is usually not the one the pipeline review assumes.
What We Do
Interview both outcomes. Wins and losses, because the reason you win is as actionable as the reason you lose and far less often examined.
Reconstruct the decision. Who was in the room, what they were comparing, what nearly changed the outcome, and at what point the decision was actually made.
Separate the causes. Product, pricing, positioning and process, so the response lands with the team that can act on it.
What We'll Deliver
Interviews across won, lost and churned accounts
The real decision criteria, ranked by how often they decided it
Where you were eliminated and at which stage
Causes separated into product, pricing, positioning and process
Recommendations routed to the team that owns each cause
Quote bank for sales enablement and board reporting
When This is Essential
Win rates have moved and the explanation is anecdotal
Sales and product disagree about why deals are lost
A pricing change is being considered without evidence
Churn is rising in a segment that used to renew
Before a repositioning or a major go-to-market change
Combine With These Services
Buyer Insights Research — understand the decision unit before the deal starts
Competitive Benchmarking — test the product claims buyers cite
Customer Segment Analysis — connect outcomes to segment performance
Part of Competitive Intelligence and Customer Research.
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Submissions