AI Win Loss Analysis: The Won Account Teardown

What you'll get

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1 table
3 min read

Paste the deal history below this

How to use it

The hack

the week an account closes won, paste its whole history into the assistant and make it take the deal apart: five questions, each answered from the record and each with a named place to go in next quarter's selling.

The hack: the week an account closes won, paste its whole history into the assistant and make it take the deal apart: five questions, each answered from the record and each with a named place to go in next quarter's selling.

Why the account you won beats a survey

Win loss analysis usually means a questionnaire sent months later, answered by whoever is polite enough to reply. The account you just won is a better source and it is already in your systems: a complete thread from first touch to signature, written while it happened, by people who did not know how the story would end. The teardown reads that record for what actually moved the deal, not what everyone now remembers moving it.

The prompt

Paste the deal history below this

Here is the full history of an account we just won: notes, emails and call
summaries from first touch to signature, plus one line on what we sell.
Answer five questions. Ground each answer in the record and quote the line
that supports it. If the record does not answer a question, say so rather
than guessing.
1. What was happening in the account when the deal started moving, and what
   had stalled it before that?
2. What words did the buyer use for the problem, before they picked up ours?
3. Who was involved at each stage, and who appeared late that we should have
   met earlier?
4. Where did the deal nearly die, and what revived it?
5. What does this win suggest our target account criteria should ask that
   they do not ask today?

Where each answer goes

A teardown that ends as a document is a diary entry. Each answer has a home:

Answer	Where it goes
What was moving (1)	The trigger list: watch the rest of the account list for the same change
The buyer's words (2)	The next messages to lookalike accounts, kept verbatim
Who was in the room (3)	The committee map for accounts like this one, two roles earlier
The near death (4)	The playbook: the objection to answer before it is raised
The missing criterion (5)	The account list criteria, before the next list review

Three mistakes to avoid

Letting the summary flatter you. Asked why a deal was won, an assistant tends to credit the seller. The prompt pins every answer to a quoted line from the record; an answer with no line behind it is a guess, whoever makes it.
Running it a quarter later, from memory. Do it the week of signature, while the thread is complete and the buyer still takes your calls. A quarter on, the record has been tidied into a story and the story always makes sense.
Only ever reading wins. The same prompt works on a lost account, and answers 2 and 4 change the most. One won and one lost teardown a quarter teach more than a stack of either.

Make it a habit: run the teardown before the kick off call, and send the answer to question 5 to whoever owns the target account list.

Why this works on named accounts

On a lead list a win is a row that changes colour, and the next row has nothing to do with it. On a named account list every win is a map of the territory: the same trigger, the same committee shape and the same objection are already waiting inside the lookalike accounts on the list. A teardown turns one company's yes into the shortest possible brief for the next ten, which is why it belongs to whoever owns the list, not to a slide nobody reopens.

How account-based selling works →

More from the Academy

Paste the account fact sheet below this

Here is everything we know about [account], followed by one line on what we
sell. Argue against pursuing this account. Give the three strongest reasons it
will not buy from us in the next year, each grounded in something in the notes
rather than a generic risk. For each reason, say what evidence would weaken it.
Finish with the one missing fact that would most change the case. Do not
balance the argument and do not suggest outreach ideas.

Sales hack3 min read

The Account Pre-Mortem

For sellers about to spend research hours on a promising account.

You leave with one prompt, the three strongest reasons the account will not buy this year and a pursue or park rule.

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20-minute trigger sweep (every Monday)

1. Open the Tier 1 list. For each account, check: news page, LinkedIn company page, careers page.   (10 min)
2. Write down every change with its date and link. No link, no trigger.                             (5 min)
3. For each trigger: who does it land on, and do we know them?                                      (3 min)
4. Pick the three accounts with the freshest trigger. They get this week's research hours.          (2 min)

Sales hack3 min read

The Trigger-Event List: When to Approach an Account

For sellers with a good account list and no idea which account to work this week.

You leave with 12 trigger events, where to spot them and who to approach when one lands.

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AI Win Loss Analysis: A Teardown of the Account You Just Won