Coffee & Compete How to Source Win-Loss Interviews w/ Alexis Yeh
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Jan 25, 2025 In this discussion, Alexis Yeh, a program manager associate at Clue, shares her expertise in win-loss interview recruitment. She breaks down how to effectively generate an interview pipeline and identifies key candidates. Alexis emphasizes the importance of getting sales buy-in and offers innovative outreach strategies. The conversation also covers leveraging CRM tools and navigating challenges in large organizations, along with valuable lessons learned in the win-loss process to optimize outcomes.
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Identifying Interview Candidates
- Identify interview candidates by defining your research scope and desired insights.
- Focus on individuals involved in the evaluation and decision-making process, not just senior titles.
Getting Sales Buy-In
- Get sales buy-in by proactively addressing concerns about win-loss being a 'witch hunt'.
- Frame win-loss as a learning opportunity and share reports to showcase value.
Outreach Strategies
- Leverage existing sales relationships for warm introductions to potential interview participants.
- In situations where direct sales outreach isn't feasible, consider a leadership-led approach.