Coffee & Compete
The Future (and Present) of Win-Loss Analysis w/ Ryan Sorley
Nov 28, 2024
Ryan Sorley, VP of Win-Loss at Klue and a specialist in competitive analysis, shares his insights on evolving win-loss strategies. He discusses the transformative ReadyGO Assessment and how it prepares organizations for effective implementation. Ryan explores the challenges of bridging buyer-seller perception gaps and advocates for a more streamlined approach in data collection. He envisions a future where win-loss databases enhance decision-making and emphasizes the importance of qualified leads in refining sales strategies.
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Quick takeaways
- The evolution of win-loss analysis shows it has transitioned from a niche practice to a common strategy embraced by most organizations.
- The Ready Go Assessment is designed to prepare companies for implementing win-loss programs by evaluating their readiness in critical areas like leadership engagement.
Deep dives
The Evolution of Win-Loss Programs
The win-loss program has significantly evolved over the past decade, moving from a niche concept to a common practice among organizations. Initially, only a small percentage of companies embraced such programs, with research indicating that only about 18% had formal win-loss strategies in place a decade ago. Today, most organizations recognize the importance of win-loss insights, and many either have established programs or are actively seeking partnerships to implement them. Despite the widespread adoption, many companies still face challenges in executing effective programs, resulting in some initiatives failing to gain traction and success.
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