The Pattern

You closed 30 deals this year and could not name the one thing the wins share. The pattern in your wins and losses is the edge you are leaving on the table.

TASTE TEST PASSED · RAN IN PRODUCTION

PREP ~30 MIN · COOK DAYS TO WEEKS · EFFORT MEDIUM · SERVES REVOPS

MEDIA · THE DISH, COOKED

Walkthrough video: the whole recipe run once, start to plated.

INGREDIENTS

TAP THE BOX WHEN YOU HAVE IT

Your CRM export, or a pasted listthe data the recipe runs on
A closed won analysisours: closed-won-analysis · or your ownBUILD THIS INGREDIENT →
A closed lost analysisours: closed-lost-analysis · or your ownBUILD THIS INGREDIENT →
A win loss programours: win-loss-program · or your ownBUILD THIS INGREDIENT →
A pattern analystours: pattern-analyst · or your ownBUILD THIS INGREDIENT → · SHOP PROVIDERS →
One named ownerno substitute exists

MISE EN PLACEYour CRM export, or the pasted data for the accounts in play, in front of you before step one.

Recipe Facts

ONE BUILD PER SERVING

Serves: RevOps
Effort: Medium
Prep time: ~30 min
Cook time: days to weeks
Level: Intermediate
Skills used: 4
Course: Sides · RevOps & Data
Cuisine: Tame the GIANT
Taste test: Eval PASS

ON THE MENU

This dish is part of a bigger system. Make it a meal:

DESSERTThe New Logo MenuMakes it compound · you need net-new logos this quarter

DIRECTIONS

1
Run the closed won analysis
Extract the repeatable reason you win.
COOK WITH A CLOSED WON ANALYSIS · OURS: closed-won-analysis · OR YOUR OWN
MEDIA · STEP 1 SCREENSHOT
What this step's output looks like
2
Run the closed lost analysis
Categorize losses and name the fix.
COOK WITH A CLOSED LOST ANALYSIS · OURS: closed-lost-analysis · OR YOUR OWN
MEDIA · STEP 2 SCREENSHOT
What this step's output looks like
3
Win Loss Program
Turn the interviews into a coded pattern.
COOK WITH A WIN LOSS PROGRAM · OURS: win-loss-program · OR YOUR OWN
MEDIA · STEP 3 SCREENSHOT
What this step's output looks like
4
Run the pattern analyst
Read wins and losses side by side to find the one thread, then rank the active accounts that match it.
COOK WITH A PATTERN ANALYST · OURS: pattern-analyst · OR YOUR OWN
MEDIA · STEP 4 SCREENSHOT
What this step's output looks like

THE FINISHED DISH · WHAT YOU SERVE

What wins share, why losses happen, a coded pattern, a change you can ship, and the active accounts that already look like your winners.

MEDIA · THE PLATED RESULT

The finished deliverable, redacted, exactly as it looks when the recipe is done

GO DEEPER · The full playbook page carries the guide, the proof build, and the receipts. Read it.