Coffee & Compete Distributing Win-Loss Insights Across the Entire Business | Ryan Sorley, Valerie Bonaldo, Derek O'Grady (Winner's Circle Replay)
Win-loss analysis. So hot right now. It's an indispensable primary source of competitive intelligence. But intel without insights is meaningless. So how do you glean and distribute insights across your entire company? Forrester's Derek O'Grady, DoubleCheck CEO Ryan Sorley, and Seismic's Valerie Bonaldo join Klue's Brandon Bedford to break it all down. This episode features the full session recorded at the first-ever Winner's Circle event, including the previously unreleased audience Q&A.
Watch the entire session and five others from the Winner's Circle on the Compete Network Community Hub.
Timestamps:
(02:23) Introduction
(05:34) Valerie's advice for win-loss success
(07:42) Conducting win-loss interviews through the VoC
(09:21) Win-loss metrics and how to use them
(14:18) How to choose your interview questions
(17:22) Building and keeping your win-loss program momentum
(21:21) The best way to distribute your findings
(25:58) Expert advice for starting your win-loss program
(29:59) Q&A - What's the best place to store reports, and distribute them?
(33:02) Q&A - Tailoring the findings to particular stakeholders
(33:44) Q&A - How do you approach Salesforce and win-loss analysis?
(38:20) Q&A - How do you gather win-loss insights mid-deal?
(43:11) Q&A - How do you increase response rates?
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About Klue:
Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already use.
Host: Adam McQueen
Production: Grayson Ottenbreit
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About the Compete Network:
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.