EPISODE 11

Starting Your Win-Loss Program w/ Dylan D’Urso

DESCRIPTION

WE’RE BACK. It’s 2025, and we’re talking about everything Win-Loss, starting with how to start your own Win-Loss program. We get asked all the time about how to run interviews, where to source them and everything in between, but what about those who are just starting their Win-Loss journey? We thought the best person to help you launch your first program is Dylan D’Urso, Senior Competitive Intelligence Manager at Autodesk, because he has built a BEST in-class Win-Loss program there over the past few years – it’s a spectacle.

TIMESTAMPS:


00:00 – Dylan D’Urso is on the pod!

01:13 – How Dylan built his own Win-Loss program

02:27 – First step in building a Win-Loss program

05:41 – Who is your Win-Loss program for?

07:14 – Building objectives for Win-Loss analysis

09:21 – Dylan’s first Win-Loss program

11:45 – Win-Loss programs at different-sized companies

13:55 – What deals should be interviewed for Win-Loss analysis?

16:49 – Sales buy-in for Win-Loss analysis

19:44 – Win-Loss helping account executives

22:10 – Win-Loss Analysis Do’s and Don’ts

27:28 – Win-Loss research objectives

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