CRM, lead flow and sales techniques · Frictionless selling
Lost deals repeat themselves, and the pattern is worth more than one story.
Lost deal pattern analysis reads a quarter of lost deals together to see why, where and to whom you are losing, and what to change in your process or your content. It ends in a fix list. It differs from a debrief of a single deal, which asks one buyer what happened.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
Lost deal pattern analysis reads a quarter of lost deals together to see why, where and to whom you are losing, and what to change in your process or your content. It ends in a fix list. It differs from a debrief of a single deal, which asks one buyer what happened.
A rep at a solar installer in Nashik loses a rooftop quote and tells the owner the price was too high. The next lost quote, the same line. By the fourth, the owner is thinking of cutting margins. Nobody has put the four side by side, where it would show that three of them went quiet after the site survey and none after the quote.
One lost deal is a story. Twenty are data. The analysis takes the last quarter's losses, writes down for each one the reason, the stage at which it went cold, the type of customer, the size and the rep, and then looks for a column that repeats. It is a sorting job on a sheet.
The sales head runs it with the reps, and the owner reads the result. It happens each quarter, with the CRM's lost list or, without one, the quotation file marked with outcomes.
The sales-process page on the lost-deal debrief covers what to ask one buyer. This page starts after you have a stack of those and asks what they say together. It feeds your content, your process and your price decisions.
Where this sits
Topic 10 of 13 in crm, lead flow and sales techniques: frictionless selling. Removing effort from reps and from buyers.
- The topic before
- Sales reporting and dashboards
- The topic after
- Content as a sales tool
If you want this done for you
You can name last month's revenue and not one reason a deal was lost.
The work
What this is actually like.
“Price is the reason reps give, not always the reason”
Price is the answer that blames nobody on the team. Check it against the facts: did the buyer ask for a revised quote, or just stop replying? A buyer who negotiates is interested. One who disappears left for a different reason.
“Losing to doing it themselves is a real competitor”
A school can run its own admissions drive, a shop can post its own reels, a factory can ask the nephew to build the website. Record these as a loss type of their own. The fix is a different message, one that shows what the buyer would not see coming.
“The stage where deals go quiet matters most”
Losses clustered after the site visit point to the visit. Losses after the quote point to price or trust. Losses before any meeting point to the lead itself. The stage tells you where to spend the fix.
“A small sample can still mislead”
Eight losses in a quarter will show patterns that vanish next quarter. State the sample size beside every conclusion and make small changes first. Repeat in the next quarter before any large move, such as a price cut or replacing a rep.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The lost-deal sheet
One row per lost deal with columns for date, customer type, deal size, source, stage where it stalled, the reason given by the buyer, the reason the rep believes, the competitor or alternative, and the rep.
Result: Finished when every deal lost in the quarter has a row and no reason cell says "price" without a note.
The pattern table
Counts of losses by stage, by reason, by customer type and by rep, with the sample size at the top. Highlight any cell that holds a third or more of the total.
Result: Finished when someone outside the team can read the table and name the biggest pattern.
The reason check
For ten of the lost deals, a note comparing what the buyer said with what the rep recorded. Mismatches go in a separate list with a short guess at why they differ.
Result: Finished when you know whether the sheet's reason column can be trusted.
The fix list
Three to five changes to process, content or targeting, each tied to a pattern in the table. Columns are the pattern, the change, the owner and the next quarter's number to compare.
Result: Finished when each fix names the column of the table it should shift.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
How many lost deals do we need?
Who should record the reason, the rep or the manager?
What if a cheaper competitor keeps winning?
Is this worth doing for a business with few deals a year?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
Services
The rest of frictionless selling
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.