Win/Loss Wednesdays

Description

Does your leadership team understand the value of win/loss? Do you need them to?! During this session, competitive intelligence leader Scott Frost will discuss the strategies he's used to get (and keep!) internal buy-in for win/loss.:

• Justification to do win/loss - Get executive sponsorship and understand the type of buy-in you need.
• Sharing incremental success - Learn how to track and share a few key areas of win/loss really well
• Opinion vs data- Learn when to let your data insights speak for themselves to continually build trust. 

Description

Most sales teams today are familiar with deals taking longer and being highly scrutinized. Giving reps any and every competitive advantage is crucial and one advantage is ensuring they’re more informed on why they lose deals. During this session, Brad Rosen, President of Sales Assembly and Nick Siddoway, President and CRO, TruVoice from Corporate Visions will discuss how your revenue teams can benefit from win/loss, including:

• How to take win/loss results and improve your overall sales strategy (and increase win rates!)
• The ways your team can incorporate buyer feedback into personalized coaching opportunities for reps
• Tips for getting sales teams onboard and excited about win/loss

Description

During this session, Jayde Phillips, Senior Manager, Competitor and Market Intelligence at Egencia an American Express Global Business Travel Company, provided a deep dive into how she successfully leads a global win/loss program — specifically how she keeps multiple stakeholder groups informed on relevant win/loss findings. Jayde walks through her program and how she reports insights to:

• Executive leadership - providing a summarized snapshot of important trends
• Commercial/Sales - sharing tactical information on what’s working for Egencia’s global sales teams
• Product - influencing the roadmap based on product feedback identified during interviews

Watch this session to hear the do’s and don’ts of reporting win/loss findings to various stakeholder groups at your company.