How to Conduct Win-Loss Interviews With Sellers w/ Dan Hamilton
Adam McQueen 
Hunter Sones DESCRIPTION
Win-Loss analysis isn’t just with buyers – while it is buyer intelligence at the end of the day, your sellers are a major part of the sales process that can’t be dismissed. Interviewing your sellers paints the ENTIRE picture of the deal. And nobody knows this better than Dan Hamilton, VP of Corporate Strategy at Salesforce. They’ve built an incredible Win-Loss program and have been interviewing sellers for years… because they have so many sellers and they know how valuable it is.
00:00 – Dan Hamilton is on the pod!
00:35 – Canada vs. USA Hockey
03:18 – The Importance of Seller Interviews in Win-Loss Programs
05:09 – Seller Win-Loss Interviews vs. Buyer Win-Loss Interviews
07:53 – Prioritizing Deals for Win-Loss Interviews
10:22 – Win-Loss isn’t Rigid
15:19 – Sharing Insights With Your Company and Executive Visibility
20:10 – Combining Seller and Buyer Win-Loss Interviews
22:31 – Advice for Starting Win-Loss Research
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