Win Loss Week is a free virtual event hosted by Clozd. Once you register, you will have on-demand access to all sessions on the day they become available. You'll receive an email with access information each day of the event.
Dates: September 14-16, 2021
Where: Virtual
Cost: FREE
Join Jim Steele (President of Global Strategic Customers at Salesforce) and John D'Agostino (former Executive Vice President of Global Sales at Qualtrics) for a conversation about lessons they've learned during their incredibly successful sales careers. Jim and John are two super successful good guys that could care less about corporate politics and corporate fear. Listen to some of their best stories as they talk about how to build a winning culture, attributes of a successful salesperson, and more.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Howard Brown (CEO of ringDNA) and Andy Paul (host of Sales Enablement Podcast) will have an informative, lively discussion about why No Decisions are worse than actually losing. They will talk about the negative impact that No Decisions have on your selling and how they are largely avoidable. They then will share how you can diagnose and remedy shortcomings in your Discovery, Disqualification, Qualification and Value delivery to convert No Decisions into Wins.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Too many of us (B2B marketers) are getting so caught up in technology, lead numbers, and the most recent hyped play that we are not spending enough time developing true empathy for our buyers. Chris Walker, CEO of Refine Labs, is one of the strongest marketing voices right now about making sure you understand your buyers. Trenton Romph from Clozd and Chris will talk about why you should develop empathy for your buyers, how to do it, the insights it provides, and the actions you can take from those insights.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Clozd’s win/loss data shows many ways sales team performance influences won and lost deals. We’ve categorized those reasons into sales empathy and communication, sales process and follow-up, and demo quality, sales knowledge, or expertise. This expert panel from RevGenius will discuss strategies to diagnose and correct problems that arise in these areas.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Jason Klein from Alteryx will provide his perspective on best practices for evolving and growing the win-loss program over time as new products are introduced, new competitors enter the market, and leadership and strategies mature.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
In this session Saber Sherrard and Johnny Hanson from Bain & Company's Commercial Excellence practice will share insights from data gathered on how COVID has changed B2B marketing.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
So, how did the negotiation go? It's tempting to assume it went well if we got what we wanted or didn't feel the need to give away too much. But maybe it could have gone better, not only in protecting the perceived value of our solution, but in establishing that value in the first place. Join Spencer Wixom from Challenger as he explores some hidden elements in complex deal negotiations and how you might test for these in win-loss analysis to better set your salespeople up for success.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
In this session, we'll unpack a decade's worth of insights from Win and Loss interviews, conducted with decision makers all over the world. We'll explore what motivates (and demotivates) buyers when making a purchasing decision and how some of these factors are changing in a post-Covid world. We'll also discuss some strategies which B2B sales companies can quickly adopt, to take advantage of this lessons inside their own businesses.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Clients enter sales meetings hoping to see and experience something different and better in the message, thought leadership or dialogue. But 42% of the time, buyers see no difference between vendors; they feel most of their meetings with sales professionals are a waste of time, leading to average win rates of a dismal 17% globally. What’s going wrong? After observing nearly two thousand sales interactions, the authors of Strikingly Different Selling discovered a simple formula for achieving compelling contrast that thousands of salespeople are successfully using to stand out and sell more. Join this session with sales expert, Dale Merrill, to learn how to unleash the power of contrast by focusing on what matters most to your clients, showing them something different and better, and making every message “sticky,” easy to share and hard to forget.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
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Andrew Peterson is one of the founders of Clozd, a leading provider of services and technology for win-loss analysis. In this session, Andrew highlights four specific and actionable ways that companies can level up their current win-loss analysis efforts. This session is geared towards business leaders that currently conduct win-loss analysis and are eager to take their program to the next level.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
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B2B product marketers are the conductors of their companies' orchestra. We unify product, marketing, sales, and customer success to produce a harmonic story for our target audience. The role of a product marketer as the conductor is most apparent when companies want to launch a product. After all, a product launch is a complex "score" with many inter-dependent instruments and functions required to act in harmony to ensure its successes. This panel of product marketing leaders explores how to keep all those teams in sync to effectively launch a new product.
Tirrah Switzer with Community Brands highlights how Community Brands took their win-loss program from manual do-it-yourself to a multi-product program within months.
Tirrah Switzer with Community Brands highlights how Community Brands took their win-loss program from manual do-it-yourself to a multi-product program within months.
Tirrah Switzer with Community Brands highlights how Community Brands took their win-loss program from manual do-it-yourself to a multi-product program within months.
In the winner-take-all world of sales, small improvements can create disproportionate results. Because you don't need to be 100% better than a competitor to earn 100% of the business in a specific opportunity. That's why the best sales organizations in the world make coaching a primary role for every member of the sales leadership team. Learning what drives losses to wins and how to help each member of your team choose growth is a superpower of every high-performing Sales Leader. Join Rob Jeppsen in a conversation on how leaders of the most successful sales teams in the world use Win-Loss insights to create coaching conversations that lead salespeople to choose to make small changes responsible for disproportionate results.
Tirrah Switzer with Community Brands highlights how Community Brands took their win-loss program from manual do-it-yourself to a multi-product program within months.
Win/Loss Analysis is essential to almost every part of your business. From understanding what customers and potential customers like or didn't like about your product, to how your marketing and selling your product, there's plethora information to be gathered from this analysis—if you do it right. In this conversation, Pragmatic Institute instructor Paul Young will dive into the 5 areas that you need to focus on to get the most out of your win/loss analysis: - Partnering with sales (but don't let them go it alone) - Do it at the right point in time - Start with your wins - Ask the right questions to map the Buyer's Journey - Think about separating the win/loss interviews from the analysis. See how these 5 tips can help your win/loss analysis be more successful and yield better insights for your team.
Tirrah Switzer with Community Brands highlights how Community Brands took their win-loss program from manual do-it-yourself to a multi-product program within months.
What happens when you blend product marketing with competitive intelligence? Full-funnel competitive marketing is born. Here John's perspectives about why Competitive Marketing can take your CI program to the next level.
Tirrah Switzer with Community Brands highlights how Community Brands took their win-loss program from manual do-it-yourself to a multi-product program within months.
What drives B2B sales more effectively—focusing on what you do as a presales or sales professional or on what your buyer does behind the scenes? The B2B buying process has become too complex, buyer today crave companies who make the process easier. This session guides sales and presales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.
What drives B2B sales more effectively—focusing on what you do as a presales or sales professional or on what your buyer does behind the scenes? The B2B buying process has become too complex, buyer today crave companies who make the process easier. This session guides sales and presales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.
If you ignore what your buyers and customers tell you, don't be surprised if your revenue engine breaks down. At every stage, pre- and post-sale, insights are there for you and nowhere near as hard to find as a great mechanic. In this session, we'll talk about common revenue engine issues and how insights not only prevent a crash but actually accelerate your business impact.
What drives B2B sales more effectively—focusing on what you do as a presales or sales professional or on what your buyer does behind the scenes? The B2B buying process has become too complex, buyer today crave companies who make the process easier. This session guides sales and presales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.
Insights are great, but how can you deploy them in tangible ways? Hear how Caleb Liao a product marketer at Loopio, a high-growth SaaS company, gets the most from their win/loss intel.
What drives B2B sales more effectively—focusing on what you do as a presales or sales professional or on what your buyer does behind the scenes? The B2B buying process has become too complex, buyer today crave companies who make the process easier. This session guides sales and presales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.
Libby Buttenwieser is the Product Marketing Manager for Headspace for Work. She has built a win/loss analysis program from early diy to a mature, quarterly program. In this session, she will share her experience with using win/loss analysis to influence not just her initiatives like messaging, marketing and sales materials, but also to make strategic suggestions to product and sales stakeholders.
What drives B2B sales more effectively—focusing on what you do as a presales or sales professional or on what your buyer does behind the scenes? The B2B buying process has become too complex, buyer today crave companies who make the process easier. This session guides sales and presales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.
Join our VP of Consulting, Jonathan Stevens, and VP of Operations, Braydon Anderson, from Clozd as they share the biggest mistakes they see companies make when trying to execute a win-loss program. They’ll be sharing best practices from their experience managing enterprise win-loss programs at Clozd.
What drives B2B sales more effectively—focusing on what you do as a presales or sales professional or on what your buyer does behind the scenes? The B2B buying process has become too complex, buyer today crave companies who make the process easier. This session guides sales and presales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.
When win/loss programs fail it is sometimes caused by organizational and cultural reasons. The only way to work through those challenges is for the win/loss stakeholders to work closely with senior management before, during, and after the win/loss project is complete. Without the support and engagement of key leadership, win/loss won't succeed. Cam Mackey, the CEO of SCIP, will host an executive panel discussing three reasons win/loss programs fail.
Cam Mackey with SCIP will be hosting an executive panel on win/loss. From the perspective of a competitive intelligence professional, Cam will discuss with the panel how they incorporate competitive intelligence and win/loss data into their respective strategies.
In this session Jonathan Stevens from Clozd will interview Sanjay Puri (VP of Product Marketing at Avalara) about his experience running an effective win/loss program. Sanjay will talk about the challenges, successes, and thoughts he has had from running a win/loss program at Avalara that has helped drive strategic change. He'll also share his experience of how win/loss helped Avalara identify that they were competing against the status quo more than they initially believed and will provide learnings for other companies confronting the same challenge.
Cam Mackey with SCIP will be hosting an executive panel on win/loss. From the perspective of a competitive intelligence professional, Cam will discuss with the panel how they incorporate competitive intelligence and win/loss data into their respective strategies.
Tim Caito from Force Management discusses how to pull insight on why you lost into future sales performance, specifically around sales process, messaging, qualification, and negotiation.
Cam Mackey with SCIP will be hosting an executive panel on win/loss. From the perspective of a competitive intelligence professional, Cam will discuss with the panel how they incorporate competitive intelligence and win/loss data into their respective strategies.
Ken Westin is a cybersecurity and competitive intelligence expert. He has built win-loss programs from the ground up and scaled them to cross-functional, ongoing, mature programs. In this session we'll chat with him about his experience with win-loss, what to expect working with a third party, and how to ensure the programs succeed in driving strategic change within an organization.
Cam Mackey with SCIP will be hosting an executive panel on win/loss. From the perspective of a competitive intelligence professional, Cam will discuss with the panel how they incorporate competitive intelligence and win/loss data into their respective strategies.
Using the results from win/loss analysis to drive growth. Reviewing the simple growth pyramid every sales leader can use to define their annual strategic plan. Bringing win/loss and strategic planning together to fund initiatives that will increase win rates and drive growth.
Cam Mackey with SCIP will be hosting an executive panel on win/loss. From the perspective of a competitive intelligence professional, Cam will discuss with the panel how they incorporate competitive intelligence and win/loss data into their respective strategies.
Join Qualtrics Head of Competitive Intelligence and Head of Product Launches to learn how they leverage win/loss analysis to inform and guide product positioning, development, and go-to-market strategy.
Cam Mackey with SCIP will be hosting an executive panel on win/loss. From the perspective of a competitive intelligence professional, Cam will discuss with the panel how they incorporate competitive intelligence and win/loss data into their respective strategies.
Considering a win-loss program? Is your current win-loss program sort of, well, meh? Join us as we review best practices we've gathered from hundreds of companies. We'll dive into the nitty gritty, help you avoid common pitfalls, and give you the insight (and ammo) you need to help your company close more deals. This session is specifically designed for leaders in revenue and sales operations.
Cam Mackey with SCIP will be hosting an executive panel on win/loss. From the perspective of a competitive intelligence professional, Cam will discuss with the panel how they incorporate competitive intelligence and win/loss data into their respective strategies.
This session will provide proposal professionals with the strategies and tactics they need to execute a brilliant debrief plan for their teams. We'll talk about the importance of the debrief, how win/loss intelligence can shape your marketing efforts, and the impact and reach of a great debrief system. Win more and be better at responding to RFPs with the help of market intelligence from debriefs!
Cam Mackey with SCIP will be hosting an executive panel on win/loss. From the perspective of a competitive intelligence professional, Cam will discuss with the panel how they incorporate competitive intelligence and win/loss data into their respective strategies.
Hear how a huge company like T-Mobile manages their B2B voice of the customer program using surveys, NPS, and win/loss analysis. In this session Trenton Romph with Clozd interviews Lorna Brown, the B2B Customer Experience Manager at T-Mobile.
Cam Mackey with SCIP will be hosting an executive panel on win/loss. From the perspective of a competitive intelligence professional, Cam will discuss with the panel how they incorporate competitive intelligence and win/loss data into their respective strategies.
John Hanks, VP of Sales, & Ann Vom Lehn, Account Executive, will be discussing why companies should take a look at implementing a robust win-loss program. We know talking about win-loss platforms, as a win-loss platform, can come across as salesy or too on-the-nose, so we decided to lean into it. If John or Ann start to pitch, sell, or otherwise persuade you to buy Clozd, there are fun penalties in place they’ll have to accept & accomplish. So join us as we discuss why you need a win-loss program without selling you Clozd.
Cam Mackey with SCIP will be hosting an executive panel on win/loss. From the perspective of a competitive intelligence professional, Cam will discuss with the panel how they incorporate competitive intelligence and win/loss data into their respective strategies.
