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.
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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
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