6min chapter

Coffee & Compete cover image

The Future (and Present) of Win-Loss Analysis w/ Ryan Sorley

Coffee & Compete

CHAPTER

From Research to Win-Loss Analysis

This chapter explores the journey of a guest with a rich background in traditional research firms as they transition to win-loss analysis, highlighting the importance of bridging gaps between buyer perceptions and seller assumptions in the tech market. It examines the evolution of win-loss programs over the past decade and the challenges organizations face in understanding and implementing these strategies.

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