Run a win/loss review

Scalign keeps what buyers said in every meeting, so you can review why you won or lost each deal in the buyer's own words, and spot the patterns across all of them.

Before you start

Connect your CRM. Scalign reads each deal's stage from it, so it knows which deals you won and which you lost. See the Integrations guides.

What you'll work with

• Reasons to buy for each account: the situation, pain, impact, desired outcome, objections and next step.
• Objections grouped into themes across all your meetings, with how often each one comes up.
• The buying committee on each deal: who was involved, who was missing and where each person stood.
• ICP fit for each company, so you can see whether you lost deals you shouldn't have chased.

Run it in Claude or ChatGPT

A win/loss review works best in your AI tool. Connect Scalign first, pick a few deals you won and a few you lost, and name them in your questions:

• "Compare what buyers said at [won company A] and [won company B] with [lost company C]. What came up at the ones that bought that didn't come up at [company C]?"
• "Which objections came up most this quarter, and what exactly did buyers say?"
• "Who was on the buying committee at [company A] versus [company B], and which roles were missing?"
• "Compare the ICP fit of [company A] and [company B]. Where do they differ?"
• "Why did we lose [company]? Give me the buyer's own words."

Put the findings to work

• Add the questions that came up in won deals to how your team runs discovery.
• Write answers for the objections that keep showing up in lost deals.
• Adjust your ICP if lost deals keep scoring as an ideal fit. See Set up and use your ICP.

Still stuck? Email support@scalign.ai.