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Pipeline & funnel
Closed-lost analysis
Studying the deals that were lost — to whom, at what stage, for what stated reason — to find the fixable patterns.
Owned by: Senior sales analystTest band: Senior sales analyst
In practice
Make the loss reason a required, structured field, not free text. "Price" as the top reason usually means value was not established earlier, not that the price was wrong.
The kind of thing the test asks
- "Price" is the top closed-lost reason at 40%. The most useful interpretation is…
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