VP of Win-Loss

Senior Competitive Intelligence 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/vYJaY2kxAJY?rel=0&amp;start=1730949067033" 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>Ryan Sorely introduced ReadyGo, a new 17-question assessment model designed to help teams launch successful win-loss programs. Jose Gonzalez then shared his experience as an early adopter, showing how the framework helped SentinelOne build a program from scratch and prepare for launch.</p><p><strong>🌶️ Hot Takeaways:</strong></p><ol><li data-list="ordered"><span class="ql-ui" contenteditable="false"></span>Program readiness is crucial. Program owners often lack clear guidance, programs aren’t one-size-fits-all (but we try to treat them that way), and diagnosing issues is challenging. The key? Start with an honest assessment of where you stand.</li><li data-list="ordered"><span class="ql-ui" contenteditable="false"></span>Win-loss program owners fall into four archetypes: Rising Stars (eager newcomers), Changemakers (research geeks), Easy Buttoners (hands-off managers), and Sales Enablers (sales-focused drivers).</li><li data-list="ordered"><span class="ql-ui" contenteditable="false"></span>The best programs start with seller buy-in, so you can train them to position win-loss interviews during deals</li></ol><p><strong>🎤 Mic Drop Moments:&nbsp;</strong></p><ol><li data-list="bullet"><span class="ql-ui" contenteditable="false"></span><strong>On Getting Started</strong>:&nbsp;<em>“It’s like your first kiss, right? You go in there, you’re not quite sure what you’re doing, but you just hope for the best.” – Ryan</em></li><li data-list="bullet"><span class="ql-ui" contenteditable="false"></span><strong>On Getting Seller Buy-In</strong>:&nbsp;<em>“For some reason, sellers tend to think that if I bring up a win-loss interview, it’s an indication that they’re going to lose the deal. But it’s not.” – Jose Gonzalez</em></li></ol><p><br></p><p>Session slides below </p><div><div style="left: 0; width: 100%; height: 0; position: relative; padding-bottom: 129.4118%;"><iframe src="https://drive.google.com/file/d/1US67gN_7iKboVom6YBa97AjtMuu3CGhW/preview?usp=embed_googleplus" style="top: 0; left: 0; width: 100%; height: 100%; position: absolute; border: 0;" allowfullscreen=""></iframe></div></div><p><br></p>

Learn how to launch your win-loss program with Ryan Sorley, VP of Win-loss at Klue

Learn how to launch a successful win-loss program

What’s the difference between a program that launches successfully and those that fail? Program readiness. 


From Zero to Hero: Launching Your Win-Loss Initiative with ReadyGo

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From Zero to Hero: Launching Your Win-Loss Initiative with ReadyGo

Learn how to launch a successful win-loss program

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