Coffee & Compete #64 - Integrating Win-Loss Analysis with Competitive Enablement | Alex Salop, Arbinger Institute
Adam is joined by Alex Salop, Head of Product Marketing at the Arbinger Institute, to talk about his experience integrating win-loss analysis insights into his competitive enablement programs. From enabling his sales teams with better battlecards to finding efficiencies in the sales process, including establishing a better qualification process, Alex has seen it all in his 15+ years in the tech industry.
Alex has also written a phenomenal article about his win-loss and compete experience that you can view here.
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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Key Moments:
(00:04) Adam and Ben rambling
(03:36) How win-loss analysis provides data-backed insights
(09:17) The value of a compete platform and win-loss analysis
(10:46) Setting the intention to speak more to customers and prospects
(14:29) Why it's your duty to bring recommendations to the table
(18:30) Setting win-loss expectations with execs
(20:27) Improving sales qualification through win-loss analysis
(25:14) What the board wanted from Peter's first win-loss presentation
(29:55) Making sure your win-loss insights land with sales reps
(30:14) 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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About the Compete Network:
The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.