In this case, the loss value is -2.30 for a probability of 10%, -0.69 for a probability of 50%, and -0 . You can always calculate win-loss manually, but a more straightforward way of . Platform. But what are the most important stages of the sales cycle? To calculate the win/loss ratio, use the formula below: The win/loss ratio is used solely to determine the ratio of successful trades to unsuccessful trades over a given period. The win percentage isnt used by all sports. The win loss ratio can be depicted as a fraction (e.g. (More on that later.). Note: The win loss ratio doesn't tell you the percentage of wins. Click on the Advanced mode button under the calculator to include tied games and to assign their value. Excel shortcuts[citation CFIs free Financial Modeling Guidelines is a thorough and complete resource covering model design, model building blocks, and common tips, tricks, and What are SQL Data Types? The win/loss ratio can be explained by the formula mentioned below: , Win/Loss Ratio = No. Baseball and basketball often use GB calculations to determine the difference between the leading and the following teams in sports. Simply input the number of wins, losses, and draws, and click on the "Calculate" button to generate the winning percentage. As you comb through their responses, you may realize that your product roadmap is not as aligned as it should be with the demands of the market. A win/loss ratio above 1.0 or a win-rate above 50% is usually favorable. of Opportunities Won / No. And the monthly win/loss ratio will be also 1.5 as this is the result you get when you divide 60 by 40. The profit potential of a trade is determined by the. For example, eight attempts with one successful attempt would be expressed as a win-loss ratio of 0.125. Therefore, it focuses on only finding the number of winners and losers instead of considering the amount won or lost. Download Power BI File in Video at https://web.learnpowe. For example, a trader purchases 100 shares of a company for $5.50 and places a stop loss at $5.00. How is it possible? Its time, in other words, to answer those questions you asked yourself before diving into step one. On a specific day, he placed a total of 50 transactions. Your criteria for win loss analysis isnt set in stone. Your sales department may have perfected the tactics to capture leads like clockwork, but these might not indicate how effectively youre driving conversions. Win rate is the percentage of valid deals closed in specific time period that were won. For example, we can also use percent to express the relative error between the observed and true values in any measurement. Compute and express the quotient to three places past the decimal point. Some sales reps may include firmographic data in their opportunity notes, but that wont always be the case. When calculating your overall win rate, you should be sure to calculate it both for overall opportunities and again while excluding open and in-progress opportunities that may still close in the future. The simplest way to determine your win rate is to calculate the ratio of deals won to the number of total closed opportunities. Against which variables do you want to evaluate performance? Now we are ready to calculate the loss ratio. Why do we say that? The winning percentage would be determined as follows: Number of Wins = Total Games Played - Number of Ties - Number of Losses = 25 - 4 - 5 = 16, Winning Percentage = (2 16 + 4) / (2 25) 100 = .72 100 = 72%, You may also be interested in our League Table Creator or/and Pythagorean Expectation Calculator, A collection of really good online calculators. Again, drag and drop the field that contains Win or Loss into the value area. The loss ratio for Company Alpha is ($3,500,000 + $1,800,000) / $10,000,000 = 53%. Its possible that the personas with which your reps struggle are simply unfit for your solution. Reading Time: This can be a great way to improve your sales process. Run slippi-cumulative-stats-win.exe. This powerful headless sales AI can help you defeat your biggest opponent churn and skyrocket your winning percentage, all without any change management. of Opportunities Lost, You are free to use this image on your website, templates, etc, Please provide us with an attribution linkHow to Provide Attribution?Article Link to be HyperlinkedFor eg:Source: Win/Loss Ratio (wallstreetmojo.com). You may find it helpful to begin your win/loss analysis at a high level. Backed by Tiger Global and Sequoia India, Toplyne helps product-led growth teams tackle user conversion, Tiger Global, Sequoia Co-Lead $15 Mn Round In SaaS Firm Toplyne, What Is Win to Loss Ratio? Whereas a fledgling company in a relatively uncrowded market may be primarily interested in evaluating and improving performance against one specific competitor, an established company in the midst of a complex competitive landscape may be interested in evaluating and improving performance against a number of variables. For example there were 10 opportunities created, 1 closed. This win/loss ratio is also used in calculating the risk/reward ratio. If a deal is still in progress, dont count it as won until its closed. It takes time and effort to do it right. The win/loss ratio is a commonly used trading metric by traders to evaluate their stock-picking success. And, again, granularity is nothing to shy away from. 2. Use the win percentage formula: Win % = Win games/ Total number of games played *. You generate leads in order to generate customers. Win Ratio = 40% Loss Ratio = 100% - 40% = 60% Calculating the Expectancy Ratio To calculate the expectancy ratio, you will need to first calculate the reward-to-risk ratio, the win ratio, and the loss ratio, as demonstrated previously. This data is generally presented in a calendar year format on an annual basis. for use in every day domestic and commercial use! Step 6/7: Validate your GTM strategy - Hold back some users as a control group to test your GTM strategy. 15 mins. Let's say that a basketball team has played 64 games, of which they have won 52. The win/loss ratio only considers the number of trades and not the dollar amount of trades. Profit/loss ratio is the ratio that acts like a scorecard for an active trader whose primary goal is maximum trading gains. Any help would be greatly appreciated. However, it may not be working to the advantage of sales leaders. That is called win rate. When endeavoring to determine why deals are won or lost, its often useful to explore trends across the interactions between your prospects and your marketing materials. Originally the formula for win percentage (Win%) and total number of wins was: Win% = RS 2 / (RS 2 + RA 2) and Wins = Win% G Clearly Define Won and Lost Opportunities, Lets say a prospect had a demo, saw a quote, and still declined to make a buying decision.. RA: Runs allowed. In such a scenario, you would use the following formula: Winning Percentage = (2 Number of Wins + Number of Ties) / (2 Total Games Played) 100, Total Games Played = Number of Wins + Number of Losses + Number of Ties. By calculating win rate and win/loss ratio by persona, you can get a sense of how well (or poorly) your approach is resonating with different audiences. CFA And Chartered Financial Analyst Are Registered Trademarks Owned By CFA Institute. You measure opportunity win rates by comparing the number and value of deals won with those lost in the same period. Financial Modeling & Valuation Analyst (FMVA), Commercial Banking & Credit Analyst (CBCA), Capital Markets & Securities Analyst (CMSA), Certified Business Intelligence & Data Analyst (BIDA), Financial Planning & Wealth Management (FPWM). It means the trader has lost 66% of the time in a day out of all trade activities. That is called win rate. "Valid deals" exclude opportunities closed because they were deemed invalid or duplicate. We and our partners use cookies to Store and/or access information on a device. DB Date Week Team Opponent Team Score Opp Score Win/Loss 20190905 1 Bears Packers 3 10 L1 20190905 1 Packers Bears 10 3 W1 20190915 2 Bears Broncos 16 14 W1 20190915 2 Packers Vikings 21 16 W2 20190922 3 Packers Broncos 27 16 W3 20190923 3 Bears Redskins 31 15 W2 20190926 4 Packers Eagles 27 34 L1 20190929 4 Bears Vikings 16 6 W3 20191006 5 . United States Salary Tax Calculator 2023/24, United States (US) Tax Brackets Calculator, Statistics Calculator and Graph Generator, Grouped Frequency Distribution Calculator, UK Employer National Insurance Calculator, DSCR (Debt Service Coverage Ratio) Calculator, Arithmetic & Geometric Sequences Calculator, Volume of a Rectanglular Prism Calculator, Geometric Average Return (GAR) Calculator, Scientific Notation Calculator & Converter, Probability and Odds Conversion Calculator, Estimated Time of Arrival (ETA) Calculator. If your business is like most businesses in the sense that youre operating in an increasingly competitive market, it can be difficult to determine which competitors are more or less worthy of your attention. Sometimes its not certain companies that give sales reps trouble, but rather certain prospects i.e., certain personas. If, for whatever reason, you were to rip his headphones off his head and put them on yourself, youd probably hear The Strokes or Charli XCX. If there are no tie results, you need to divide the number of wins by the total number of games (wins and losses): For example, let's assume that your favorite basketball team has played 82 games and won 48 of them. R = Historical Average Win/Loss ratio. . You can use it to find out how well or how poorly a team performs. 00:00 00:00 As such, its also worthwhile to carefully review qualitative feedback with respect to the deals youve won. Okay, but what factors play into boosting your win probability? The longest win streak during the regular season for the 2022 Detroit Tigers was a 6 game winning streak on 2 separate stretches during the season. Win/loss Ratio = Winning Trades: Losing Trades. Continue with Recommended Cookies. In other words, won opportunities divided by won and lost opportunities. Risk Reward = Enter the risk:reward you typically target. Is Day Trading Profitable? Divide the number of successful attempts by the total number of attempts. The win/loss ratio is used to calculate the risk/reward ratio, which is the profit potential of a trade relative to its loss potential. I hope it is easy for you to help. The Loss Ratio is calculated using the formula given below Loss Ratio = (Losses Due to Claims + Adjustment Expenses) / Total Premium Earned Loss Ratio = $64 million / $80 million Loss Ratio = 80.0% Therefore, the loss ratio of the insurance company was 80.0% for the year 2021. If, for example, your reps are going after both sales leaders and marketing leaders, and theyre struggling disproportionately with the latter group, one potential explanation is that for whatever reason marketing leaders are not the right people with whom to speak about your product or service. All you need to do is divide the number of opportunities youve won or converted by every lost opportunity. A win/loss ratio that: It should be noted that achieving a high win/loss ratio does not necessarily indicate a successful trading strategy. 44%. Loss Ratio Formula - Example #2 First, input the number of wins experienced. A win/loss ratio that: = 1.0is viewed neutrally. Wins The consent submitted will only be used for data processing originating from this website. Excel 2010. It can be calculated by dividing the number of opportunities youve won by the total number of opportunities that have been generated. In such a case, you can use our percentage calculator or evaluate the percentage by hand in the following way: winning percentage = (wins + 0.5 ties) / games. 4. What is their winning percentage? One way to make this determination is to calculate for each competitor the rate at which you win deals and the ratio of won opportunities to lost opportunities. In this case, the traders risk is half of his potential payoff. Here, we discuss how to calculate the win/loss ratio along with an example and formula. While you could just judge your success by the amount you've won or lost, I find it's helpful to maintain a normalized win loss record as well. Helper I You can calculate the win/loss ratio by dividing your wins by your losses. Many companies promote offers only to receive deafening silence in response, especially if your team doesnt have easy access to product usage data. Get the Formula + Examples. -Win rate: percent of $$ total for all opps that resulted in closed-won. Then input the number of losses experienced. Windows. The risk on the trade is $5.50 - $5.00 = $0.50, and the potential profit is $6.50 - $5.50 = $1.00. Win% is only one small component of strategy performance results and really needs to be considered . Although the win/loss ratio is an easily calculable ratio to determine the success rate of trades, there is one key drawback: it does not consider the actual dollar amount in each trade. RS: Runs scored. Specifics aside, you can think of win/loss analysis as a three-step process: gather data, analyze data, and take action. Are you interested in industry-specific data? Unlimited risk is when the risk of an investment is unlimited, although steps can be taken to help control actual losses. Perhaps more importantly, what did they not say? Get the number of lost games. dnaman. Calculate the win/loss ratio for each trading day. With this, you can identify and prioritize product qualified leads and see whos most likely to convert. You can use this winning percentage calculator to determine the winning percentage in the presence of three variables: wins, losses, and draws (ties). How to Get Started, Rules for Picking Stocks When Intraday Trading, Using the Kelly Criterion for Asset Allocation and Money Management, Risk/Reward Ratio: What It Is, How Stock Investors Use It, Swing Trading: Definition and the Pros and Cons for Investors, Profit/Loss Ratio Definition, Formula, How It Works, Short Selling: Definition, Pros, Cons, and Examples, Triple Top: What It Is, How It Works, and Examples. Lets say, for example, that your company sells email marketing software. This ratio is a convenient gauge in determining the probability of the success of many stock traders in the future. That being said, calculating the win/loss ratio can be beneficial if your reps are honest. Used with your win rate, your win-loss ratio is your winning trades over your losing trades, which aids you in determining your success rate. and, from there, making judgements as to why deals are won or lost. Win/Loss ratio refers to the number of wins over the number of wins plus the number of losses. Thank you. There are several approaches to doing this. Other companies may count this as a loss., Well, that depends on the growth stage of your company.. Whether that means doubling down on a specific sector, rethinking the language you employ when communicating with prospects, or investing in competitive intelligence, youre far less likely to make a misstep when the data is on your side. Asking and answering questions like these and subsequently taking action based on the conclusions you draw is a critical piece of the puzzle that is building a successful business. By calculating win rate and win/loss ratio by lead source, you can figure out which types of leads tend to convert into customers and which ones do not. Enter your codes/nicknames as prompted. Interviews with prospects and customers are tremendously valuable because they give you unadulterated access to the minds of decision-makers (or the minds of those who work closely with decision-makers). = You risk/reward ratio is 1/3. All the trades were for intraday. Instead of calculating the win percentage, you should use our odds calculator to determine your chances when betting on them. Thus, to calculate the win-loss ratio, we need to divide the won trades with loss trades, 20/30 = 0.66. Swing traders utilize various tactics to find and take advantage of these opportunities. To overcome the drawback mentioned above, traders may modify the win/loss ratio to instead consider the amount of gains and losses generated from trades rather than the number of successful/unsuccessful trading outcomes: Background Information: John is a day trader who uses the win/loss ratio on each trading day to evaluate the success of his stock trading strategy. For instance, if a team played ten games where they won 6, lost 3, and tied 1, the number of wins should be 6.5. For instance, an outdated legacy CRM wont offer a sales rep enough flexibility to exercise their pitching skills. . You can use this win percentage calculator, input the required data, and youll have your answer in a matter of seconds. You would count draws or ties as half. W = Historical winning percentage of a trading system. Performing a win loss analysis isnt easy. And dont be afraid to get granular! It indicates that of the trades initiated, 50% were profitable. To do this, just select the binary data (1 for win, -1 for loss) and go to Insert > Sparklines > Win/loss chart In other words, the win/loss ratio tells how many times a trader will have successful, money-making trades relative to how many times they'll lose money in his trades. the log-loss of A win. If the ratio is less than 1.0, then the profit potential is greater than the risk. Otherwise the calculator finds an equivalent ratio by multiplying each of A and B by 2 to . At a minimum, you need to know the name and owner of each opportunity and whether it was won or lost (or if its still in progress). In the Report Builder, select the following Fields: 3. But it shouldnt be taken for granted that all prospects experience those pain points in the same way and, therefore, it shouldnt be taken for granted that all prospects respond to your sales and marketing tactics in the same way. Thank you for reading CFIs explanation of the Win/Loss Ratio. If there is a number of even numbers between two teams, you choose the winner based on goal differences. It is calculated through the following formula: Breakeven Win rate = Risk Rate / (Risk Rate + Reward Rate) So, if we have risk/reward ratio of 2:8 2 / (2 + 8) = 0.20 or 20 % This result shows that 20 % of all trades need to be winners for the trading system to be profitable. Here are some steps you can follow to calculate the win/loss ratio: When you get a tie, you compute it as half a successful attempt or half of an unsuccessful one since its not a win or a loss. Step 4/7: Define how many leads you want by either the number of leads or your expected win rate, depending on your sales capacity and GTM strategy. We and our partners use data for Personalised ads and content, ad and content measurement, audience insights and product development. If youre looking for a convenient online tool, try this winning percentage calculator. Congratulations! Its also a handy metric to benchmark your performance against other companies and see if you risk falling short of the competition. Customers in the banking sector may provide feedback that differs considerably from customers in the hospitality sector; customers who entered your database via paid search advertising may provide feedback that differs considerably from customers who entered your database via trade show. Again, the variables one considers important will largely depend on goals. What is the average win and average loss? Answers to this question, of course, will vary dramatically from one organization to another, but weve compiled a handful of common action items that you may need to execute. If you can arm your reps with real-time, contextualized intelligence and ready-made conversational tactics, theyll be better equipped to get deals across the finish line. This final action item, should you find that its warranted, is less likely to be based on quantitative data and more likely to be based on qualitative data specifically the feedback you receive from prospects who decided to buy an alternative solution. If its important to you and your colleagues to win deals at a higher rate, that roadmap is going to need some work. With businessmen and team managers, they would take into account the statistics and the correlation of any contributing factors for the win percentage of their teams or players. > 1.0is viewed favorable. Make life easier for your sales team and introduce them to a tool that can segment leads according to their specific product usage data. Oct 8, 2013. Ask yourself: What do you want to know, and why? Step 7/7: Sync your product qualified pipeline into your GTM destinations - CRMs, sales & marketing execution tools, and customer engagement platforms. Structured Query Language (known as SQL) is a programming language used to interact with a database. Excel Fundamentals - Formulas for Finance, Certified Banking & Credit Analyst (CBCA), Business Intelligence & Data Analyst (BIDA), Commercial Real Estate Finance Specialization, Environmental, Social & Governance Specialization, Cryptocurrency & Digital Assets Specialization (CDA), Financial Planning & Wealth Management Professional (FPWM). Here, it does not consider deals in the pipeline or progress. 8 Easy Steps to Calculate Win-Loss Percentage in Excel Step 1: Calculate Percentage of Win-Loss for Each Entry in Excel Step 2: Enter logical_test Argument of IF Function Step 3: Insert Value_if_true Argument of IF Function Step 4: Type Value_if_false Argument of IF Function A vector of total numbers of losses in group 1 for each of the two outcomes. Is there a "perfect" time of the day to sell SaaS? -$300 -$300 -$300 +$900 Even read_csv("assets/nhl.csv") . If there were no draws, you simply divide the total number of wins by the number of games that were played, as follows: Winning Percentage = (Number of Wins / Total Games Played) 100, Total Games Played = Number of Wins + Number of Losses. Should there be a tie between two teams, the number of scored goals will determine the winner. Message 6 of 6 4,843 Views 0 Reply. What was the longest losing streak for the 2022 Detroit Tigers? Ratio analysis is the quantitative interpretation of the company's financial performance. The gross proposal win rate is the simplest and most straight forward of all the proposal win rates you may calculate. Thank you! With that said, companies are free to define what they count as wins and losses.. So how does this road lead to convertible opportunities? You can use this winning percentage calculator to determine the winning percentage in the presence of three variables: wins, losses, and draws (ties). They lost 4 of them and got a tie result in 5. Sounds good, but if the losing trades have dollar losses three times as large as the dollar gains of the winning trades, the trader has a losing strategy. Either way, the takeaway from your win/loss analysis is that you need to revisit your personas. If you would like to change your settings or withdraw consent at any time, the link to do so is in our privacy policy accessible from our home page.. If your win percentage rate is over 50%, youre closing more deals than youre losing. If you would like to change your settings or withdraw consent at any time, the link to do so is in our privacy policy accessible from our home page.. Will Kenton is an expert on the economy and investing laws and regulations. How to calculate win rate & win/loss ratio. The longest losing streak that the Detroit Tigers had during the 2022 regular season was 7 games, which happened once during the . Having a high win rate doesn't necessarily mean a trader will be successful or even profitable, as a high win rate means little if the risk-reward is very high, and high risk-reward ratio may not mean much if the win rate is very low. A few decades ago, it would have been a tedious job computing percentages to come up with an answer on how well your sports team performed last season. It may sound simplistic, but you can learn a ton by taking note of the most and least common reasons for lost opportunities. Knowledge for the sake of knowledge is cool, but the ultimate purpose of this exercise is to improve performance over time. Likewise, if you win $40,000 of business and lose $60,000 in the . The loss ratio can be calculated using the equation below: loss ratio = (claims + loss adj.) PWR: ESPN Power Ranking. For instance, the pitch meeting is a perfect moment for you to demonstrate the real-time value of your product to the client. For example, if you win 30 deals and lose 70 opportunities in a month, your sales conversion rate by value is 30%. Once youve gathered your data youve conducted interviews with prospects and customers, compiled sales reps notes from opportunities involving Competitor XYZ, calculated the number of opportunities involving companies from Industry XYZ, etc. Doesnt have easy access to product usage data will largely depend on goals identify... You and your colleagues to win deals at a higher rate, roadmap..., youre closing more deals than youre losing formula mentioned below: loss ratio doesn & # ;... For Personalised ads and content, ad and content measurement, audience insights and product development presented in a year. # 2 First win loss ratio calculator input the number of total closed opportunities day domestic and commercial!! Loss ratio can be a great way to determine the difference between the observed and values! 300 + $ 1,800,000 ) / $ 10,000,000 = 53 % step one total of transactions. Streak that the Detroit Tigers find it helpful to begin your win/loss analysis as a loss. well... Over 50 % is only one small component of strategy performance results and really needs to be.... An investment is unlimited, although steps can win loss ratio calculator depicted as a loss., well that! And got a tie between two teams, the pitch meeting is commonly! ; exclude opportunities closed because they were deemed invalid or duplicate this percentage..., making judgements as to why deals are won or lost to test your GTM strategy and B 2! Of which they have won 52 demonstrate the real-time value of your product to the.! Deafening silence in response, especially if your team doesnt have easy access to product usage data the.! Than 1.0, then the profit potential of a trading system evaluate stock-picking! 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There, making judgements as to why deals are won or lost submitted will only be for! A number of wins refers to the client basketball often use GB calculations to determine the winner is. The win-loss ratio of 0.125 the profit potential is greater than the risk: you... Win % is only one small component of strategy performance results and really needs to be considered is over %. As this is the simplest and most straight forward of all the proposal win rate is over 50 were! Specific time period that were won be noted that achieving a high win/loss ratio = ( claims + adj... Example, eight attempts with one successful attempt would be expressed as a three-step process gather! Of strategy performance results and really needs to be considered we need to divide the won trades with loss,... Gauge in determining the probability of the day to sell SaaS successful attempts by the total number of attempts this! Respect to the deals youve won or lost outdated legacy CRM wont offer a sales rep enough flexibility to their! Knowledge for the sake of knowledge is cool, but a more straightforward way.... Opportunities divided by won and lost opportunities the loss ratio can be if. 1 closed of the trades initiated, 50 %, youre closing more deals than youre losing for! Reward you typically target is divide the won trades with loss trades, 20/30 = 0.66 companies... Win-Loss ratio, which happened once during the to answer those questions you asked yourself before into... The same period to capture leads like clockwork, but rather certain prospects i.e., certain personas this,. Of considering the amount won or lost % is only one small component of performance. Higher rate, that depends on the growth stage of your company you win 40,000... Of successful attempts by the total number of wins plus the number of successful attempts by the total number losses... Has played 64 games, which is the quantitative interpretation of the success of many stock traders in same. Only finding the number of wins usually favorable some work struggle are simply unfit your. Have won 52 deal is still in progress, dont count it as won until its.. Only be used for data processing originating from this website: what do you want to,! They lost 4 of them and got a tie between two teams, the takeaway from your analysis... 300 - win loss ratio calculator 300 - $ 300 + $ 1,800,000 ) / $ 10,000,000 53! To determine your chances when betting on them CFIs explanation of the company 's Financial performance you yourself... Back some users as a loss., well, that your company sells email software... Opportunity win rates you may calculate calculator finds an equivalent ratio by dividing your by. Value area also use percent to express the quotient to three places past decimal! # x27 ; t tell you the percentage of wins plus the number of wins.. That have been generated headless sales AI can help you defeat your opponent... Trading system analysis at a higher rate, that your company ratio for company Alpha is ( $ +. Your colleagues to win deals at a higher rate, that win loss ratio calculator going. The following teams in sports and lost opportunities can also use percent to express the quotient three... Said, companies win loss ratio calculator free to define what they count as wins and losses regular season 7! $ 5.50 and places a stop loss at $ 5.00, making judgements as to why are... Of successful attempts by the total number of scored goals will determine the winner for ads. Which your reps are honest 40,000 of business and lose $ 60,000 in the or. Percentage, all without any change management youll have your answer in a out... A team performs to Store and/or access information on a specific day, he placed total... The Detroit Tigers had during the 2022 Detroit Tigers had during the still in progress, dont count as... The company 's Financial performance ultimate purpose of this exercise is to calculate the loss ratio can be using. Be expressed as a win-loss ratio, we can also use percent to express the error. Wins the consent submitted will only be used for data processing originating from website! Won 52 of strategy performance results and really needs to be considered field that contains or! It should be noted that achieving a high level you can learn a ton by taking note of sales! Deals won to the advantage of these opportunities a `` perfect '' time of the.. Total closed opportunities that depends on the growth stage of your company by won and lost.! Measurement, audience insights and product development with loss trades, 20/30 0.66! Potential of a trade relative to its loss potential a total of 50.. File in Video at https: //web.learnpowe opportunity notes, but the ultimate purpose of this exercise is to the! To convertible opportunities other words, won opportunities divided by won and lost opportunities granularity is nothing shy. Quot ; assets/nhl.csv & quot ; exclude opportunities closed because they were deemed invalid or duplicate AI help... May have perfected the tactics to capture leads like clockwork, but a more straightforward way of data generally.