Powering Your Sales Kickoff with Win/Loss Data with Miko Bird and Chris Herrin

This episode of Blindspot includes a fireside chat hosted by DoubleCheck's VP of Research, Bruce Kasrel, with Miko Bird and Chris Herrin discussing Sales Kickoff preparation. Miko, Director of Competitive Intelligence at Optimizely, and Chris, Senior Product Manager at BeyondTrust, share their expertise that can help you maximize your SKOs impact on your organization. With insights into compelling customer quotes, leveraging resources and data, and best practices to utilize your win/loss analysis, these two ensure you leave this episode with valuable takeaways. Listen now!

Key Takeaways:

📊05:52 - 07:01 Leveraging resources and data for SKO preparation

🔁07:02 - 08:36 SKO preparation is an ongoing process

🔥08:55 - 10:40 How to make a compelling customer quote that resonates with sales

👏11:06 - 13:04 Impactful customer quotes to drive the message home with sales

🗝13:57 - 15:44 The trick to sharing negative feedback in a way that is effective and productive

🤝 15:56 - 16:18 Delivering Negative Feedback to Sales, Painful but Necessary

⚖️ 18:24 - 20:37 Focusing on the sales process during win/loss analysis to better inform sales decisions

✔️20:56 - 21:52 The relationship between win/loss data and Competitive Intelligence

🧩 25:00 - 26:27 Tips from Miko to maximize the impact of your next SKO

🧩 26:28 - 29:20 Tips from Chris to maximize the impact of your next SKO