Євген Філяк “Як підняти продажі продукту за домомогою Win/Loss аналізу в 3 рази” Lviv Product Management Club (November)

Editor's Notes

• #10: 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem!   Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas).   Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well.   Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
• #11: 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem!   Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas).   Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well.   Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
• #12: 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem!   Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas).   Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well.   Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
• #13: 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem!   Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas).   Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well.   Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
• #14: 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem!   Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas).   Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well.   Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
• #15: 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem!   Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas).   Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well.   Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
• #16: 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem!   Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas).   Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well.   Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.
• #17: 1. Clarify what your own problem you are going to solve. Do it. DO NOT SKIP IT! From my experience 95% of people doing Win/Loss skip this stage and thus they get results that are of very little impact and importance for them personally and for the company. Understand what is the most important problem in your company you need to improve and focus on it! Chose only 1 main problem!   Understand who is the person you would like to interview. Make a list of names and contacts. Prioritize them. If you are familiar with any method of Personas description, you can do it but make sure it will take you not more than 2 hours on this stage (you will be able to finalize personas description only after interviews after you get deep understanding of your personas).   Make script of the interview (what is contact channel, questions, etc) Understand what questions for your self you need to get answers for (e.g. why clients in red hats are not buying in your corner shop). Do detailed script to get prepared well.   Perform interviews by lean (testing and improving) The most important is that you are questioning people in order to understand why they made favorable for you or disastrous for you decisions to buy from you or to leave you. Your goal is to understand people and their motives better than they understand it themselves. I recommend to do interviews by lean methodology – first try it with 1 or 2 interviewee, learn your mistakes (they will be, believe me) and then do more massive interview session.