Win-Loss analysis isn't just with buyers – while it is buyer intelligence at the end of the day, your sellers are a major part of the sales process that can't be dismissed. Interviewing your sellers paints the ENTIRE picture of the deal. And nobody knows this better than Dan Hamilton, VP of Corporate Strategy at Salesforce. They've built an incredible Win-Loss program and have been interviewing sellers for years... because they have so many sellers and they know how valuable it is.

Register for Klue Quarterly: klue.com/klue-quarterly

TIMESTAMPS:

(00:00) Dan Hamilton is on the pod!

(00:00:35) Canada vs. USA Hockey

(00:03:18) The Importance of Seller Interviews in Win-Loss Programs

(00:05:09) Seller Win-Loss Interviews vs. Buyer Win-Loss Interviews

(00:07:53) Prioritizing Deals for Win-Loss Interviews

(00:10:22) Win-Loss isn't Rigid

(00:15:19) Sharing Insights With Your Company and Executive Visibility

(00:20:10) Combining Seller and Buyer Win-Loss Interviews

(00:22:31) Advice for Starting Win-Loss Research

CREDITS:

Guest: Dan Hamilton

Host: Adam McQueen

Producer: Grayson Ottenbreit

Editor: Stephen Despins

The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

The downfall of Jair Bolsonaro

Today in Focus

Intro

The AI-powered Podcast Player