Paul · Dec 6, 2021

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Nailing your next win-loss interview

Sales reps are wrong about why they won or lost a deal 60% of the time.

Ryan Sorley, CEO, DoubleCheck Research joined us for our first-ever live episode of the Competitive Enablement Show to share how you can take that guesswork out of your win-loss analysis, including:

• Why you need to get cross-functional buy-in from leadership and how to do so.
• How to structure your interview to get the most competitive intel and the questions you should ask.
• What the most successful teams do with these insights to make them actionable for teams across the business.

Catch the full conversation on Apple and Spotify.

 The three most interesting stats from the ‘CI Trends’ Report

Who doesn’t love trends? They let me know if skinny jeans are now cool. Or when they’ve become lame. And when it’s cool again.

And the trends from the Product Marketing Alliance’s latest report? They show what PMMs are doing today to enable their businesses to compete.

A few of my favourite nuggets:

• 83.5% of PMMs said their primary objective of competitive research was to pinpoint ways in which they can differentiate.
• Only 28.2%of PMMs rate their in-house knowledge sharing of competitive intel a perfect ’10’.
• PMMs revealed that they focus more on indirect competitors (36.5%) than direct competitors (17.6%).

Check out the full report here.

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