Flowchart
Who to interview after a lost deal
A decision path for how many lost and won buyers to invite
A short decision path for founders running win-loss interviews on a small number of bigger deals. It says when to invite every lost buyer and when to sample, what to do when a segment is quiet, and when to stop interviewing. The thresholds are the advice in the linked playbook. Koji can import the list of buyers and send each one a personal interview link with reminders.
Where this appears
What's in this flowchart
Start: A deal just closed
- Did you lose 12 or fewer deals in 90 days?
- Yes: go to 2.
- No: Sample about 12 lost deals. Spread them across segments and deal sizes.
- Invite every lost buyer. Add four to six buyers from deals you won.
- Have three buyers in each segment replied?
- Yes: go to 4.
- No: Send a reminder and a thank-you. Ask the evaluator, not the account owner. Then go to 4.
- Run the interviews. Ask in time order, product last.
- Did the last three interviews add a new reason?
- No: go to 6.
- Yes: go back to 4.
- Finish: Write up reasons deal by deal.
Use this image
Free to use in your docs, decks and posts under CC BY 4.0, as long as you credit Koji with a link to this page. To embed it, paste this into your page:
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<a href="https://www.koji.so/visuals/who-to-interview-after-a-lost-deal-flowchart"><img src="https://www.koji.so/visuals/who-to-interview-after-a-lost-deal-flowchart/who-to-interview-after-a-lost-deal-flowchart.png" alt="Flowchart for choosing who to interview after lost deals: sample or ask everyone, remind quiet segments, stop when three interviews add nothing new." width="1200" height="1415" /></a>
<p>Source: <a href="https://www.koji.so/visuals/who-to-interview-after-a-lost-deal-flowchart">Who to interview after a lost deal</a>, Koji</p>
