Our last Tip tackled the topic of loss reviews. We discussed external and internal loss reviews, and specifically, reviewed some important loss review questions. There is no doubt we can learn a lot from our losses. 

However, we can also learn a great deal from our wins. Here are some win review questions to consider:

• What were the customer’s key decision criteria? 
  Price is often perceived as the most important factor and usually it is not.
• Who was the decision maker? 
  We are referring to the person who has the interest, ability and resources to buy our value. 
• How would you characterize your relationship with the decision maker? 
  We aspire to be in front of this person, presenting the value that could exist between our companies.
• Who were the most critical influencers in the decision process? 
  How well did we identify other key players?
• How strong was our coach network? 
  The more coaches we have, the better our odds of winning.
• How did we leverage our coach network? 
  There is so much our coaches can do for us – providing insight, making introductions, helping us to gain access…
• Who else from our team was involved in the sales process? 
  How did we leverage our team (SMEs, solution experts, senior level leaders…)
• Why did they select us? 
  What did they see in our team and our solution that led them to see us as the right choice?
• What value do they expect to receive? 
  Understanding this sets expectations.

When asking and answering these questions, it is good to get multiple perspectives. Use your team members who were involved in the pursuit to get different insights. You can also ask these types of questions of people involved from the customer’s side. 

Knowing the answers from different perspectives will help you uncover ideas that you can replicate in future opportunities.