Coffee & Compete #62 - Sharing Win-Loss Insights with Execs | Robyn Welfare, Brandon Bedford, CE LIVE
It's the first CE LIVE of the year and it was a beauty! Adam was joined by DoubleCheck Research Director Robyn Welfare and Klue's Competitive Enablement Manager Brandon Bedford to talk best practices for sharing win-loss analysis insights with your executive team. Thanks to everyone who joined the session, participated in the chat, and came on camera to ask their questions!
Check out our free downloadable win-loss analysis template for executive summaries and be the hero of your next win-loss presentation.
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Host: Adam McQueen
Producer: Ben Ronald
Key Moments:
(00:08) Intro
(02:53) CE LIVE welcome | Meet Robyn and Brandon
(10:24) Goal setting for your win-loss program
(13:37) Engaging with stakeholders and how to do it
(15:50) Setting the right learning objectives when you're engaging with execs
(17:15) Making win-loss analysis a priority and not side of desk work
(20:42) Different steps in the 'data journey'
(23:53) The pros and cons of using CRM data for win-loss analysis
(34:47) Other data points that strengthen your win-loss program
(39:13) Delivering insights to different parts of the business effectively
(44:45) Preparing your executives before a win-loss insights presentation
(51:42) Giving incentives to interviewees for win-loss interviews
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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