#54 - Bringing Win-Loss Analysis into Your Compete Program | CE LIVE

Nov 3, 2022

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Paul Senatori (Lyft, Salesforce, Hubspot) and Tirrah Switzer (Community Brands, Accusoft) join special guest host Brandon Bedford for another edition of Competitive Enablement LIVE! These three compete pros dive into what it takes to bring win-loss insights into your compete program. From how many interviews you should conduct (and how often), the pros and cons of working with a third-party vendor, how to carve out budget for a win-loss program, and much more, Paul, Tirrah and Brandon touch on a ton of important points and field questions from the audience.

You can catch all past episodes of CE LIVE and plenty of other great video content on Klue's Youtube Channel.

Timestamps:

(01:50) Guest intros
(03:41) Moving from ad hoc win-loss to a proper program
(08:12) Where should win-loss sit in the organization?
(10:39) Getting sales leadership buy-in for your win-loss program
(12:19) Validating or verifying sellers' stated reasons for win-loss
(14:39) Engaging sales reps in win-loss
(16:16) How to weave win-loss data into battlecards
(20:39) How to source win-loss interviews
(22:57) Engaging the executive team in win-loss
(29:49) Motivating sellers to enter win-loss data in Salesforce
(37:53) When do you engage customers in win-loss interviews?
(40:48) How many interviews should you conduct and how often?
(43:10) Internal win-loss programs versus external
(54:28) Moving from internal win-loss to external and how to get budget

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Host: Adam McQueen
Production: Grayson Ottenbreit

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