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Blindspots with Host Ryan SorleyAuthor: The Compete Network by Klue
Hear from the Executives, Investors and Founders who leverage win-loss insights to drive growth and beat the competition, on the Blindspots Podcast the only win-loss podcast for and featuring the executives, founders and investors who make win-loss analysis a fundamental part of their growth strategy. Hosted by Ryan Sorley, Founder at DoubleCheck Research and VP, Win-Loss at Klue.Blindspots is brought to you by The Compete Network, powered by Klue. The number #1 compete community for content, education, events and more. Language: en Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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Using Win Loss Analysis to Improve Revenue Process | Jess Iandiorio, Meg Fitzgerald, Ray Grady
Episode 7
Thursday, 16 November, 2023
This week, Ryan is joined by Jess Iandiorio, Meg Fitzgerald and Ray Grady as they discuss how the C-Suite are using Win-Loss Analysis. From gaining support and including incentives for Sales and Marketing to aligning Win-Loss with business priorities, they share their expertise on running Win-Loss and where it can go wrong.This episode was taken from the session ‘How the C-Suite are Using Win-Loss Analysis to Improve their Revenue Process’ at Compete Week 2023.00:00 - Introduction03:36 - What goes into a great Win-Loss program06:41 - CRM as a Starting Point09:16 - Changing CRM Fields13:14 - Aligning Incentives in the Revenue Team15:50 - A CEO's Perspective on Win Loss Data Presentation17:02 - Handling Large Volumes of Deal Data18:21 - Handling churn data and understanding market perception19:05 - Advice on Rolling Out a Win Loss Program21:46 - Avoiding the Pitfall of Unused Win Loss Insights23:52 - The CEO should lead Win-Loss initiatives26:19 - Should Product Marketing run Win-Loss?Learn more about how win-loss and competitive enablement work together:www.win-loss.comCheck out the Compete Network to find the industry's best competitive content all in one place: https://thecompetenetwork.com/Sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content: https://klue.com/newsletter
