Coffee & Compete Scaling Up Win-Loss Data Collection with Surveys w/ Kevin McLean
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Mar 14, 2025 Kevin McLean, a product expert at Klue, shares his insights on leveraging win-loss surveys to supercharge competitive intelligence. He reveals how these surveys can uncover invaluable insights quickly and efficiently. The conversation dives into crafting effective survey questions, maximizing response rates, and debunking common myths surrounding win-loss analysis. With a focus on blending qualitative and quantitative data, McLean discusses the future of win-loss technology and the transformative impact of AI in data analysis.
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Effective Survey Design
- Keep win-loss surveys short and sweet, as people have short attention spans.
- Focus on specific learning objectives and ask clear questions to avoid survey fatigue.
Key Survey Questions
- Include high-level questions about buyer motivation and competitive dynamics in your surveys.
- Tailor subsequent questions to your specific learning objectives, such as pricing or new features.
Survey Segmentation
- Segment surveys based on CRM data like products evaluated in a deal.
- This targeted approach yields better response rates and more relevant insights.
