Coffee & Compete #63 - The Bumps and Bruises of Building a Win-Loss Program | Peter Mertens, Sprout Social
Peter Mertens' first win-loss analysis presentation didn't hit the mark. It's not that he didn't bring valuable insights to the table. It's that he brought the wrong insights to the table. He joined Adam to talk about that first miss and what he learned from it, why a quantitative win-loss analysis program was the right choice for his needs, and how a win-loss program can be a boon to your career in compete. Peter is the Director of Market Strategy at Sprout Social.
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Key Moments:
(00:04) Adam and Ben rambling
(04:16) What went wrong in Peter's first win-loss analysis presentation
(07:33) Peter's biggest learning from his mistake
(09:02) Shifting from a qualitative to a quantitative win-loss program
(11:38) Why it's your duty to bring recommendations to the table
(13:40) Tailoring your win-loss findings to different reams
(16:52) Win-loss learnings and their impact
(19:32) What the board wanted from Peter's first win-loss presentation
(22:42) Deepening your win-loss analysis for stronger insights
(25:09) Why competitive enablement is a career accelerant
(28:19) How win-loss can put your career on the map
(30:05) When to layer qualitative data onto your quantitative program
(34:22) How to enable product teams with win-loss insights
(36:14) Rapid fire!
Team:
Host: Adam McQueen
Producer: Ben Ronald
Video Editor: Grayson Ottenbreit
Audio Editor: Michael Panes
Music Credits
Intro Music: The Podcast Intro by Music Unlimted
Rapid-Fire Music: Los Angeles by Muzaproduction
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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