Coffee & Compete POWER HALF HOUR: How to Recruit and Conduct Win-Loss Interviews w/ Jen Doyle & Aldona Dye
Mar 12, 2025
Jen Doyle, a win-loss interviews expert, and Aldona Dye, her collaborator on win-loss programs, share their insights on recruitment and interview strategies. They discuss the challenges of navigating these interviews, emphasizing the importance of effective questioning and maintaining neutrality. The duo highlights techniques for building a strong target list and gaining buy-in from sales teams. Through engaging conversations, they stress the value of both positive and negative feedback in refining sales strategies and shaping organizational learning.
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Building a Strong Target List
- Create a strong win-loss target list by answering three key questions.
- These questions cover learning objectives, CRM segmentation, and sufficient volume for analysis.
CRM Segmentation for Win-Loss
- Segment deals in your CRM based on learning objectives, timeframe, and competitor involvement.
- Target deals closed within 90 days, late-stage losses, and those involving known competitors.
Ensuring Sufficient Interview Volume
- Aim for at least 10 interviews to identify trends, assuming a 20% conversion rate.
- Adjust scope, research period, or conversion strategies if needed to reach sufficient volume.
