Carol Meyers, board chair of Crunchr and Go-to-Market advisor, joins Ryan this week to talk about her experiences with Win-Loss analysis over her accomplished career. They touch on how to use Win-Loss data to inform when you have a real competitor, how to present Win-Loss at a board meeting and how AI will affect the business landscape for Sales and Marketing.
“Teams need to really think through making sure they’re providing the right context about any information that they’re sharing… You should be using [win loss data] to help you make decisions and take action in your business.”
00:01 – Introduction
00:59 – The importance of Win-Loss analysis
04:35 – Win-Loss programs vs. Win-Loss projects
06:57 – When to go after a competitor
09:01 – Other sources of data to use with Win-Loss
10:40 – Do companies understand the importance of competitive intelligence?
14:01 – Taking action on Win-Loss insights after board meetings
17:10 – What it takes to run a Win-Loss program
20:30 – How AI will affect business and competition
23:10 – How AI will change Sales and Marketing
27:20 – How to start a Win-Loss program
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