Voiss - Inteligência de Mercado para Empresas de Nicho e B2B

This self-assessment aims to help B2B companies evaluate how prepared they are to implement and scale a Win/Loss Analysis program.

Estimated time: 4 minutes

Part 1 of 6

Strategic Alignment

Answer on a scale of 1 (never) to 5 (always).

Does the company's leadership view Win/Loss as a strategic tool?

Is there clarity about why we want to understand wins and losses?

Is the Win/Loss program connected to product, sales, or marketing decisions?

Part 2 of 6

Answer on a scale of 1 (never) to 5 (always).

Does the company's CRM have reliable data on won and lost opportunities?

Is there consistency in the categorization of reasons for loss?

Do the teams properly document the stages of the buyer's journey?

Part 3 of 6

Answer on a scale of 1 (never) to 5 (always).

Does the company have an easy time contacting customers and prospects after they've made a decision?

Is there a structured approach to inviting buyers for interviews?

Do teams understand the right time to approach a buyer after a loss?

Part 4 of 6

Answer on a scale of 1 (never) to 5 (always).

Do we have people with the time and profile to conduct Win/Loss interviews?

Has the company conducted structured interviews with buyers in the last 6 months?

Is there a clear process for analyzing, storing, and disseminating learnings?

Part 5 of 6

Answer on a scale of 1 (never) to 5 (always).

Are the lessons learned from Win/Loss regularly presented to sales, product, and marketing leaders?

Are strategic decisions influenced by these analyses?

Is there a formal process for turning learning into action?

Part 6 of 6

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Result

Beginner

Under Development

High Maturity

your
score

Recommendations

Expand the program to multiple segments or markets.
To perform thematic analyses and cross-reference qualitative and quantitative data.
Integrate Win/Loss into the company's strategic governance.
Maintain a consistent flow of insights using dashboards and internal newsletters.
Use learnings to inform actions in other areas (CS, pricing, etc.).

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