Checklist
No-decision loss interviews checklist
Seven checks before you send the first invite
A checklist for GTM teams who want to find out why qualified deals stall without a competitor winning. It covers how to define a no-decision deal, when to interview, who to include, how many conversations to run and how to code the cause. Koji can run the interviews and chart the answers.
Where this appears
What's in this checklist
- Define no decision: real evaluation, then silence or stall
- Pull the list from the CRM by stage, not from rep volunteers
- Invite within 30 days of the stall
- Interview two to four people per account, not only the champion
- Aim for 15 to 25 interviews before reading patterns
- Code each cause: status quo, consensus or our side
- Keep pitching, pricing and negotiation out of the call
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<a href="https://www.koji.so/visuals/no-decision-loss-interviews-checklist"><img src="https://www.koji.so/visuals/no-decision-loss-interviews-checklist/no-decision-loss-interviews-checklist.png" alt="Checklist of seven checks for no-decision loss interviews, from defining the deals to interviewing the whole buying group and coding the cause." width="1200" height="630" /></a>
<p>Source: <a href="https://www.koji.so/visuals/no-decision-loss-interviews-checklist">No-decision loss interviews checklist</a>, Koji</p>
