Competitive Enablement Manager

Video + Slides

<div><div style="left: 0; width: 100%; height: 0; position: relative; padding-bottom: 56.25%;"><iframe src="https://www.youtube.com/embed/WwWZJN__-Tw?rel=0&amp;start=1730946973667" style="top: 0; left: 0; width: 100%; height: 100%; position: absolute; border: 0;" allowfullscreen="" scrolling="no" allow="accelerometer; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share;"></iframe></div></div><p><br></p><p>In what felt like a real “steal the playbook” session, Hunter Sones shared his personal system for turning win-loss data into organizational action. This practical talk was loaded with insights as Hunter broke down the five different ways he distributes win-loss intelligence at Klue: from a unique Voice of the Market Board, to monthly Win-Loss Committee meetings, to Executive Summary Read-Outs, Functional Team updates, and Action Planning sessions.</p><p>🌶️&nbsp;<strong>Pipin’ Hot Takeaways:</strong></p><ol><li data-list="ordered"><span class="ql-ui" contenteditable="false"></span>Create a self-serve “Voice of the Market Board” where sales teams can quickly access win-loss stories, complete with video snippets of buyer feedback and key quotes organized by competitor and product line</li><li data-list="ordered"><span class="ql-ui" contenteditable="false"></span>Form a Win-Loss Committee with representatives from research, customer success, product, sales, and marketing to review monthly findings and drive action items</li><li data-list="ordered"><span class="ql-ui" contenteditable="false"></span>Incorporate video snippets of buyer feedback in executive presentations – seeing and hearing real customers discuss their decisions dramatically increases engagement and drives home key insights</li></ol><p>🎤&nbsp;<strong>Mic Drop Moments:</strong></p><ol><li data-list="bullet"><span class="ql-ui" contenteditable="false"></span><strong>On Video Impact</strong>:&nbsp;<em>“We started incorporating video in a much more meaningful way in our last few win-loss executive summaries, and holy smokes—the engagement was insane. It added a whole new dimension to these interviews.”</em></li><li data-list="bullet"><span class="ql-ui" contenteditable="false"></span><strong>On Sales Adoption</strong>:&nbsp;<em>“We’ve had sellers saying they’re using insights from the Voice of the Market Board to inform how they’re responding to RFPs. The SDRs say whenever there’s a new story, that’s the first thing they want to review.”</em></li><li data-list="bullet"><span class="ql-ui" contenteditable="false"></span><strong>On Distribution</strong>:&nbsp;<em>“Most win-loss programs stop at collecting insights. The key is creating a system for taking action on what you learn.”</em></li></ol><p><br></p><p>Session Slides 👇</p><div><div style="left: 0; width: 100%; height: 0; position: relative; padding-bottom: 129.4118%;"><iframe src="https://drive.google.com/file/d/1zX5LgNYTglfCeY6L8LZ0yGqM1SR7DRwo/preview?usp=embed_googleplus" style="top: 0; left: 0; width: 100%; height: 100%; position: absolute; border: 0;" allowfullscreen=""></iframe></div></div><p><br></p><p><br></p>

Learn how to build a win-loss program that keeps your organization informed and helps drive change


Learn how to use win-loss to keep your org informed and drive change

Join Hunter Sones, Klue's in-house Competitive Enablement Manager, as he shows you how to build a win-loss program that keeps your org informed and drive change.

How to Drive Action with Win-Loss Insights

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How to Drive Action with Win-Loss Insights

Learn how to use win-loss to keep your org informed and drive change

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