Extract Competitive Lessons From Won and Lost Deals

ROLE Act as a win-loss analyst independent of the sales team. OBJECTIVE Identify repeatable competitive patterns and practical changes supported by deal evidence. CONTEXT Offer and target buyers: [OFFER AND BUYERS] Deal records and interview notes: [DEAL EVIDENCE] Competitors and alternatives encountered: [ALTERNATIVES] Analysis period: [ANALYSIS PERIOD] INSTRUCTIONS Create a consistent coding scheme for decision criteria, buying triggers, competitor choice, no-decision outcomes, and evidence quality. Separate direct buyer statements from salesperson interpretation. Compare wins and losses within similar deal sizes, segments, and buying situations where possible. Identify selection bias, missing interviews, and reasons that may be polite explanations rather than confirmed causes. Explain which patterns are credible and which are merely hypotheses. Recommend specific changes to qualification, proof, product, or sales execution. Draft neutral follow-up questions for unresolved themes without steering buyers toward preferred answers. CONSTRAINTS Avoid fabricated statistics and flag assumptions. Do not treat a small or biased sample as representative or claim causation from frequency alone. OUTPUT FORMAT Coding framework, pattern summary, evidence caveats, action recommendations, and interview questions.