Show notes
This week, Ryan is joined by Jess Iandiorio, Meg Fitzgerald and Ray Grady as they discuss how the C-Suite are using Win-Loss Analysis. From gaining support and including incentives for Sales and Marketing to aligning Win-Loss with business priorities, they share their expertise on running Win-Loss and where it can go wrong.This episode was taken from the session ‘How the C-Suite are Using Win-Loss Analysis to Improve their Revenue Process’ at Compete Week 2023.00:00 - Introduction03:36 - What goes into a great Win-Loss program06:41 - CRM as a Starting Point09:16 - Changing CRM Fields13:14 - Aligning Incentives in the Revenue Team15:50 - A CEO's Perspective on Win Loss Data Presentation17:02 - Handling Large Volumes of Deal Data18:21 - Handling churn data and understanding market perception19:05 - Advice on Rolling Out a Win Loss Program21:46 - Avoiding the Pitfall of Unused Win Loss Insights23:52 - The CEO should lead Win-Loss initiatives26:19 - Should Product Marketing run Win-Loss?Learn more about how win-loss and competitive enablement work together:www.win-loss.comCheck out the Compete Network to find the industry's best competitive content all in one place: https://thecompetenetwork.com/Sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content: https://klue.com/newsletter
