Michael Burns

And people were typically right.

There was a lot of unconscious competency there where people were pretty good at this, but they couldn't really measure it and understand why and certainly couldn't repeat it.

So...

that doesn't adequately capture risk, right?

So we need to really understand and be able to describe the selling process as it stands and then look for opportunities to optimize.

So the main thing, though, that I looked at was close rate.

Sorry, close loss reasons.

Because this is kind of a two birds with one stone type of process, right?

So I'm understanding...

What our close rate is, I layer on top of here, sales cycle and the ICP and so on and so forth.

But I'm getting good qualitative data here.

And the most important piece of qualitative data that I have is that most of the time we don't know why we're losing.

That no value, I had

many a night in the late days of Q4, scratching my head saying, what is the no value?

Why is it?

Are we saying the wrong things?

Is it bad messaging?

Are we just not capturing it?

Is there no adherence to the process?

Is this more of an adoption problem?