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.
30:16
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Quick takeaways
- Obtaining internal buy-in is essential for win-loss interviews, aligning the program with broader company goals to foster collaboration.
- Creating a robust target list focused on clear learning objectives ensures effective insights and supports valuable trend analysis in win-loss programs.
Deep dives
Securing Buy-In for Win-Loss Interviews
A key aspect of conducting effective win-loss interviews is obtaining internal buy-in from the team involved. It is crucial to ensure that everyone understands the importance of the win-loss program and their role in its execution. Challenges often arise when team members are too busy or skeptical, making it essential to align the win-loss efforts with broader company goals that resonate across departments. By articulating the value that these interviews bring to overall strategy, teams can foster collaboration and increase participation in the process.
