November 7, 2024 · Last updated on February 10, 2025
From Zero to Hero: Launching Your Win-Loss Initiative with ReadyGo
# win-loss
# getting started
Learn how to launch a successful win-loss program
Ryan Sorley
Jose Gonzalez
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.
🌶️ Hot Takeaways:
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.
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).
The best programs start with seller buy-in, so you can train them to position win-loss interviews during deals
🎤 Mic Drop Moments:
On Getting Started: “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
On Getting Seller Buy-In: “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
Session slides below
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