Deal Patterns

Description

Analyze closed-won and closed-lost deals to identify the patterns that predict revenue. Surface what your best deals have in common, why deals die, and how to replicate your wins systematically.

What this skill does

1. 1Analyzes closed-won deals across 12 variables: deal size, cycle length, source channel, number of touches, committee size, company firmographics, trigger event, and champion and economic buyer titles.
2. 2Runs 5 structured analyses: win patterns, loss patterns (with preventability assessment), speed-to-close correlations, deal size predictors, and an ideal deal profile composite.
3. 3Produces loss reason distribution with frequency, average deal size, stage lost, and whether each loss category was preventable and how.
4. 4Translates deal pattern insights directly into outbound actions: updating ICP matrix, building trigger campaigns for high-velocity events, adjusting champion persona priority.
5. 5Sets a cadence for monthly quick reviews, quarterly full analysis, and annual trend analysis with minimum sample thresholds per cadence.

When to use

• Quarterly business review where you need to explain which deal types are closing and which are stalling.
• Pipeline is full of meetings but close rate is low and you need to diagnose what is different about the deals that do close.
• Refining the ICP based on actual closed-won data rather than assumptions about who should buy.
• Training new sales hires on what a good deal looks like with specific, data-backed patterns from real wins and losses.

Tools used

Frequently asked questions