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How to Bring Win-Loss Analysis Into Your Compete Program | Competitive Enablement Show LIVE Ep. 9

Posted Nov 04
# winloss
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SPEAKERS
Brandon Bedford
Brandon Bedford
Brandon Bedford
Competitive Enablement Manager @ Klue
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Tirrah Switzer
Tirrah Switzer
Tirrah Switzer
Senior Director of Product Marketing @ Community Brands
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Paul Senatori
Paul Senatori
Paul Senatori
Former CI Lead @ HubSpot, Sitecore, Salesforce, and Lyft.
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SUMMARY

Paul Senatori (Lyft, Salesforce, Hubspot) and Tirrah Switzer (Community Brands, Accusoft) join special guest host Brandon Bedford for another edition of Competitive Enablement LIVE! These three compete pros dive into what it takes to bring win-loss insights into your compete program. From how many interviews you should conduct (and how often), the pros and cons of working with a third-party vendor, how to carve out budget for a win-loss program, and much more, Paul, Tirrah and Brandon touch on a ton of important points and field questions from the audience.

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TRANSCRIPT

Timestamps: 00:00 - Guest Introductions 01:51 - Moving on from ad hoc Win-Loss to a proper program 06:22 - Where should win-loss sit in the organization? 08:49 - Getting sales leadership buy-in for your win-loss program 10:29 - Validating or verifying sellers' stated reasons for win-loss 12:49 - Engaging sales reps in win-loss 14:26 - How to weave win-loss data into battlecards 18:49 - How to source win-loss interviews 21:07 - Engaging the executive team in win-loss 27:59 - Motivating sellers to enter win-loss data in Salesforce 36:03 - When do you engage customers in win-loss interviews? 38:58 - How many interviews should you conduct and how often? 41:20 - Internal win-loss programs versus external 52:38 - Moving from internal win-loss to external and how to get budget

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Posted Sep 23 | Views 63
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