Uncover and fix gaps in your Sales experience

through Win-Loss Analysis with truthful buyer feedback about

– your won/lost deals, no decisions, and account churn

so you boost your retention and win rates.

Clients & Partners:

Google
Veritas
zoominfo
Alliant
PwC
AXA

Stop losing winnable deals and retainable accounts

with answers to your burning questions:

Sales
Customer Success
Marketing
Product
RevOps & Enablement
  • What are all the true reasons we win/lose deals?
  • What pains and decision criteria are at the top for our buyers now?
  • Are we losing deals to do-it-yourself, competitors, or do-nothing? 
  • What sales have done well/can do better to win business?
  • What are our sales skill gaps, and what do reps need to know about buyers to win more?
  • How do buyers perceive us vs. competitors against their criteria?
  • What makes our clients churn and drives retention or renewals?
  • What specific clients are at risk of leaving right now?
  • What should we do to win back churned clients?
  • How is the customer experience after the sale?  
  • What skill gaps are in CS that prevent us from renewals? 
  • What do CSMs need to really know about our clients/users to drive expansion?
  • What buyers are saying about us without us?
  • How do buyers perceive us vs. competitors against their criteria?
  • How do our marketing initiatives impact buyer decisions and our deals?
  • What messaging and content resonates with our ICP?
  • What pains and decision criteria are at the top for our buyers now?
  • How is the customer experience and satisfaction?  
  • What features of our solution are differentiators or lacking?
  • What product gaps should be prioritized in our roadmap?
  • How should we refine product strategy for ideal positioning?
  • How can we influence our firm with credible data and drive product adoption? 
  • What skill gaps are in sales and customer success to win the market? 
  • What do reps/CSMs need to really know about our buyers to win?
  • What is the impact of our partners on our sales efforts?
  • What’s the impact of our enablement programs on deals over time?
  • What are all the true reasons we win/lose deals?
  • What messaging and content resonates with our ICP?

%

Rigorous Win-loss analysis can improve win rates by up to 50% and revenue by 15-30%. (Gartner)

%

Rigorous Win-loss interviews, on average, increase win rates by 18%. (Accenture)

The pessimistic business case?

If your annual revenue target is $10M 

and you have a 20% win rate

only a 10% improvement in win rate 

as a result of Win-loss analysis 

means an additional $1M in revenue every year. 

We spend millions on sales, marketing, and CS without truly knowing why we win and lose deals and accounts. You cannot win more unless you fully understand the truth about why you win and lose.

The win-loss analysis is like watching a game tape, already seeing the cards of all buyers.”

 

Chief Revenue Officer at B2B Tech firm

Prevent lost deals and account churn. Win them back with Win-Loss Analysis.

Predictive analysis of tech-stack

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    Sales funnel optimization

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    Churn analysis

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    Sales Skill Gap analytics

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    Win-loss Benchmark

Win-loss and Churn analysis 

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    Live buyer interviews

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    Buyer feedback surveys

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    Rep surveys and interviews

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    Decision driver analysis

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    Tagging, quotes, and proofreads

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    Deal win-back reports

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    Senior blue-chip consultants

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    Available 24/7, global timezones

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    Low-admin deal selection

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    Weak wins detection

Share insights and impact KPIs

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    Unlimited workshops and presentations

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    Real-time dashboards and recommendations

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    Custom reports and exec. summaries

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    Auto-distribute to Slack, Teams, CRM, email

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    Role-based reports: Ask AI about win-loss

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    Explainers to avoid data misinterpretation

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    Library of video reels for training and onboarding

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    Sales Coaching Guides to close skill gaps

85% of reps misjudge win/loss reasons.
Avoid decisions with wrong CRM data.

Let scientists analyze your revenue data.

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    Sales Funnel Optimization:

    What leads should we prioritize to maximize conversation?
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    Predictive Churn Analysis:

    What clients are at risk of leaving? What’s their satisfaction?
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    Sales Skill Gap analytics to enrich your Win-Loss data:

    Where to focus your coaching for an outsized impact? How do we benchmark to other sales orgs?
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    Win-Loss Benchmark:

    How do our win-loss reasons compare to the 5K analyzed deals from the Hackerly’s database?

Let scientists analyze your revenue data.

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    Sales Funnel Optimization:

    What leads should we prioritize to maximize conversation?
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    Predictive Churn Analysis:

    What clients are at risk of leaving? What’s their satisfaction?
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    Sales Skill Gap analytics to enrich your Win-Loss data:

    Where to focus your coaching for an outsized impact? How do we benchmark to other sales orgs?
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    Win-Loss Benchmark:

    How do our win-loss reasons compare to the 5K analyzed deals from the Hackerly’s database?

Get a customized Win/Loss/Churn strategy.

Discuss the goals of Win-Loss for GTM units in our initial Alignment Workshops. We create interview guides that get buyers honest, build trust and leave the doors open so that we can ask buyers for additional info you want to know after our win-loss interviews.

Save time on admin and reduce bias in deal choice.

We pre-select the deals with contacts to reach out to in your CRM (as sellers are biased) and get your approval so you don’t waste valuable insights and internal FTE. Reps can also nominate deals for win-loss interviews directly in your CRM.

Save time on admin and reduce bias in deal choice.

We pre-select the deals with contacts to reach out to in your CRM (as sellers are biased) and get your approval so you don’t waste valuable insights and internal FTE. Reps can also nominate deals for win-loss interviews directly in your CRM.

Senior blue-chip consultant conducts win-loss interviews.

Your dedicated Win-Loss expert (with sales experience) is skilled to deliver – e.g., certified by Harvard in negotiation, lie detection, coaching, behavioral science, etc. She’ll learn your business, book 30 min. sessions incentivized up to $150, interpret the findings, and more.

Auto-distribute insights and personalized reports 24/7.

Anybody can create their own Win-Loss reports – just by asking our AI mentor or asking for coaching recommendations. Our system sends custom reports to Slack/Teams channels of sales, CS, etc., and you can tag anybody who can act on them. 

Auto-distribute insights and personalized reports 24/7.

Anybody can create their own Win-Loss reports – just by asking our AI mentor or asking for coaching recommendations. Our system sends custom reports to Slack/Teams channels of sales, CS, etc., and you can tag anybody who can act on them. 

Win back deals. We’ll tell you how.

Resuscitate deals with our Deal Reports. Get action steps on when to come back and what to focus on to win deals back ASAP. We map out ways to recapture that lost revenue by asking what would get buyers to re-evaluate. Typically, 1-2 in 10 deals are direct win-back opportunities.

Apply the advice in coach-led workshops. Avoid misinterpretations.

Ask us questions and strategize with peers in unlimited workshops as we present our findings and drive strategic action in your boardroom, sales, CS, marketing, and product. Avoid drawing harmful conclusions from static dashboards with our voice interpretations of data.

Apply the advice in coach-led workshops. Avoid misinterpretations.

Ask us questions and strategize with peers in unlimited workshops as we present our findings and drive strategic action in your boardroom, sales, CS, marketing, and product. Avoid drawing harmful conclusions from static dashboards with our voice interpretations of data.

Enable buyers to coach your reps. Close gaps with Skill Coaching.

Ramp 30+ days faster with video reels from Win-Loss interviews – so reps hear why buyers buy or not buy. If we uncover skill gaps, our Coaching Guides enable you to run group coaching sessions – NO expertise needed. Or we train your teams to stop any revenue leakage

Make faster, data-backed decisions with in-depth reports – instead of haggling internally

Summarized, tagged, and linked text makes it easy to scan the report for highlights, or quickly jump to the topics of interest.

Why outsource win-loss or churn analysis?

None of these issues apply to us:

Buyers don’t want to hurt your feelings and are too nice to tell you the truth.

Reps make excuses (product, pricing, etc.) or please buyers to be nice.

Your employees are biased, play politics, and provide vague reasons.

Buyers are afraid you’ll try to win them back and hide insights.

Buyers won’t admit the wrong choice to you or just say “no,” so it’s awkward.

No trained interviewers and methods to get deep insights from buyers.  

No expertise to get high response rates, incentivize buyers and distribute advice across units.

It costs a lot of time to constantly manage, transcribe, create insightful video reels, etc.

Too hard to create Ph.D.-level data analysis, visualize it, and prescribe actionable strategies.

Why outsource win-loss or churn analysis?

None of these issues apply to us:

Buyers don’t want to hurt your feelings and are too nice to tell you the truth.

Reps make excuses (product, pricing, etc.) or please buyers to be nice.

Your employees are biased, play politics, and provide vague reasons.

Buyers are afraid you’ll try to win them back and hide insights.

Buyers won’t admit the wrong choice to you or just say “no,” so it’s awkward.

No trained interviewers and methods to get deep insights from buyers.  

No expertise to get high response rates, incentivize buyers and distribute advice across units.

It costs a lot of time to constantly manage, transcribe, create insightful video reels, etc.

Too hard to create Ph.D.-level data analysis, visualize it, and prescribe actionable strategies.


Case studies and testimonials


Build org-wide GTM alignment about why you really win and lose.

11% higher win rate, 50% more expansions.

We believed the product was the #1 reason for our losses and sales execution wins. Hackerly found that the product played a part, but losses were primarily from a negative perception of post-sales support – despite us having the highest sat in our market. 

Hackerly recommended to bifurcate sales to enable tailoring and specialization. They suggested to differentiate on CS by revamping our pitch deck, GTM messaging and Customer Advocacy program. 

The results were 11% increase in win rate, 50% more expansion revenue and customer referrals went 600% up. 

 

~ Chief Revenue Officer of B2B Tech Company

Received advice on fixing blindspots.

Some examples of the blindspots we revealed in our sales process: 

  • Marketing: Wrong prospecting targets, bad messaging, and poor qualification
  • Sales: Generic demos not aligned to the needs of the client
  • Product: No differentiated features with 2x price of the competition
  • POC: Perceived delays and lack of responsiveness
  • Proposal: “Tried to expand before they landed” with inflated prices
  • Contract: Unreasonably long contracts and unfavorable payment
  • Procurement: Incumbents are good enough, and there are IT review biases. 

We received recommendations to fix it, and we are on our way. 

 

~ VP of Revenue Operations and Enablement at a SaaS company

Shifted strategy, Uncovered sales gaps.

We were able to understand areas of improvement in our sales process and methodology, product capabilities, direction and pricing model.

First, we quickly discovered our assumptions were wrong, especially around pricing and market willingness to pay a price premium for our offering. This led us to make changes in our pricing structure. 

Second, it gave us much greater insight into our prospects and which capabilities they actually valued which shifted both our segmentation and product direction

Finally, it helped us understand skill gaps within our sales force, which led us to put a renewed focus and training on solution selling.”

 

~ Michael Khalili, Director of Product Marketing, WordPress VIP (Leanplum)

Competed better on critical buyer criteria.

The intelligence we gain in win/loss reviews helps us better compete on all the critical buying

criteria of our prospects are leveraging to make decisions, whether it is price, our service offering, technology, or our ability to be a great partner. It provides insight into these critical sales and service elements which we have found to be invaluable. Their approach with our clients is consultative, their people are great interviewers, and the reports we get with the details of the conversation are extensive. It has been our eyes and ears in these accounts.

~ Kent Smith, Sales, Abex Health (formerly at MediRevv)

CEO kept leaders connected with the sales.

“As CEO of a large company, understanding exactly what is happening in the field can sometimes be elusive. In spite of spending 50% of my time with prospects and customers, I was challenged to keep my fingers on the pulse of how we were viewed in the marketplace. The win-loss analysis filled this void for me and provided structured output, which was unvarnished and invaluable. 

The data kept senior management connected with the sales force and “in touch”. Presentations were constructive and, in his inimitable manner, entertaining at times. This is a “must have” capability for a CEO that really cares about his/her customers.”

~ James H. Crook, Jr., President and CEO / Private Equity Investor, IDX Systems Corporation (now GE Healthcare)

Took the credit with meaty interviews

They’ve done amazing work for me for 4+ years. Probably the best vendor/partner relationship I’ve ever had.

When he does win/loss interviews, his seasoning allows him to have very meaty discussions with the decision makers at our clients and prospects. He knows how to zig and zag to get the insights that are most impactful. Some other win/loss shops out there are more like call centers with rigid questionnaires.

Beyond that, he has been very flexible and has saved my bacon on multiple occasions when I was late getting him contact data…yet he completed the analysis in time for me to take all the credit here at IBM.

~ Fred Sass, Sr. Director, Product Marketing, OpenText, Content Services (Varicent)

Shaped multiple process and programs org-wide.

As the new CRO of TrustArc, I was tasked with rebuilding our Go To Market machine

with a focus on growth. One of the biggest opportunities for us was diagnosing and addressing our challenges around churned customers. While we had loss codes in Salesforce (self-reported by reps) and ad-hoc post-churn interviews conducted by our product marketing team, we had no holistic understanding shared across the enterprise as to why customers quit us.

Within a few short weeks, they conducted 15 interviews with customers who had recently churned $750,000 of ARR. His success rate in obtaining the customer’s consent was impressive. And the detailed insights and patterns he was able to gather have shaped multiple processes and programs across the business.

~ Jason Wesbecher, Chief Revenue Officer, TrustArc

Make better decisions in less than 90 days.

Start with a free interview and a pilot.

Let’s prove how well our win-loss solution works. 
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    Let's talk about what information you need from prospects and churned customers. Then, we'll create a customized strategy to win more deals, win them back, and retain your at-risk customers.

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    We'll reach out to a subset of your won and lost deals and provide you with real-time insights, recommendations and action steps.

Once you see the insights and results we’re capable of delivering, we’re confident that you’ll partner with Hackerly in the long term. 

Win-Loss Analysis

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