Coffee & Compete
How to Source Win-Loss Interviews w/ Alexis Yeh
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.
19:26
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Quick takeaways
- Defining the research scope and targeting decision-makers ensures more actionable insights during the win-loss interviews.
- Securing buy-in from the sales team is essential, as clear communication about the program's value can reduce resistance and enhance participation.
Deep dives
Identifying Interview Candidates
The initial step in generating an interview pipeline for win-loss analysis involves defining the research scope and identifying key candidates to target. It is crucial to clarify what actionable insights are desired from the interviews, which can help guide the selection process. An effective approach includes starting with broad categories, such as wins or losses, before narrowing down to specific industries or markets. Ultimately, it is essential to focus on individuals actively involved in the decision-making process rather than those in higher management who may not have direct insights.
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