Using Win Loss Analysis to Improve Revenue Process | Jess Iandiorio, Meg Fitzgerald, Ray Grady

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 - Introduction
03:36 - What goes into a great Win-Loss program
06:41 - CRM as a Starting Point
09:16 - Changing CRM Fields
13:14 - Aligning Incentives in the Revenue Team
15:50 - A CEO's Perspective on Win Loss Data Presentation
17:02 - Handling Large Volumes of Deal Data
18:21 - Handling churn data and understanding market perception
19:05 - Advice on Rolling Out a Win Loss Program
21:46 - Avoiding the Pitfall of Unused Win Loss Insights
23:52 - The CEO should lead Win-Loss initiatives
26:19 - Should Product Marketing run Win-Loss?

Learn more about how win-loss and competitive enablement work together:
www.win-loss.com

Check 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