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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First Win-Loss Customer
- Ryan Sorley's first win-loss customer was Demandware, now Salesforce Commerce Cloud.
- A friend, Rob Garf, complained about their existing win-loss vendor, inspiring Sorley to start DoubleCheck.
Win-Loss Adoption Challenges
- Win-loss analysis has become more common, but many companies struggle with proper execution.
- Companies often jump into win-loss programs without fully understanding how to prepare or get insights.
ReadyGo Assessment
- Use the ReadyGo Assessment to evaluate your win-loss program's maturity and identify key areas for improvement.
- The assessment helps organizations understand if they're prepared for a win-loss program and what steps to take.