Webinar: Why Every Competitive Intelligence Program Needs Win-Loss Interviews

Webinar: Why Every Competitive Intelligence Program Needs Win-Loss Interviews

On June 11, Clozd welcomed guests from Tableau, Zuora, and VMware for a discussion about win-loss interviews and why they should act as a pillar of any competitive intelligence program. Learn tips and best practices from three experienced competitive marketers.

Win-Loss Analysis: Who are you going to interview?

Win-Loss Analysis: Who are you going to interview?

One of the most important (and challenging) tasks while setting up your win-loss program is determining who you will interview and getting their contact information. It sounds easy, right? Many win-loss program sponsors think so at first, but quickly find that recruiting the right number and mix of interviewees is an uphill battle. In this blog post, consultant Jonathan Stevens explores tips and ideas for making sure you target and interview the right customers.

Webinar: Why Every Product Marketer Should Do Win-Loss Interviews

Webinar: Why Every Product Marketer Should Do Win-Loss Interviews

On March 13, Clozd welcomed guests from Avalara, Qualtrics, and Armor Cloud Security for a discussion about win-loss analysis and why every product marketer should be conducting win-loss interviews. Learn tips and best practices from three experienced product marketers.

Interview: The Influence of Pricing on Deal Outcomes

Interview: The Influence of Pricing on Deal Outcomes

Over time, and across thousands of win-loss interviews for clients in various industries, Clozd consultants have uncovered insightful trends relating to the impact pricing can have on vendor selection. It is a common decision factor, but not always in the way a sales rep might expect. This interview with Clozd founder Spencer Dent explores some of these pricing trends, which can be insightful for pricing and packaging teams, sales leadership, and sales enablement teams.

Blind or non-blind interviews? The Clozd approach.

Blind or non-blind interviews? The Clozd approach.

When conducting win-loss interviews, is it better to take a blind or non-blind approach? This blog post explores the merits of both methodologies, and explains why the predominant practice in the win-loss industry - and at Clozd - is to take a non-blind approach to win-loss interviewing.

Why isn't win-loss analysis more prevalent?

Why isn't win-loss analysis more prevalent?

While most organizations intuitively understand the value of win-loss analysis, execution of an effective win-loss program can often seem daunting and difficult. Clozd frequently speaks with organizations that are unable to capitalize on buyer feedback due to several common roadblocks. Let’s explore these common win-loss roadblocks and learn the best strategies for avoiding or overcoming them.

Win-Loss Analysis: Tracking Themes & Trends

Win-Loss Analysis: Tracking Themes & Trends

Where win-loss analysis becomes really powerful is when you begin to tag and track themes across interviews. This allows you to see what you’re doing well, what you’re doing poorly, where your efforts are yielding improvement, and where you need to focus next to improve your win rate. But while themes carry a lot of value, they bring pitfalls as well - after all, there is always some subjectivity involved in turning qualitative data (interviews) into quantitative data (trackable themes). So how do you create and track win-loss themes effectively? Here are some guidelines we have developed based on our experience conducting hundreds of win-loss interviews.

Pragmatic Marketing: Eight Rules of Successful Win-Loss Analysis

Pragmatic Marketing: Eight Rules of Successful Win-Loss Analysis

The Pragmatic Marketing framework is the de facto standard for training product professionals since 1993. One of the practices encouraged and promoted by the framework is win-loss analysis. Check out this article from the Pragmatic team that outlines some of the critical best practices to follow for effective win-loss analysis.

Business Health Checklist

Business Health Checklist

As we run win-loss programs, we diagnose the symptoms and root causes of why our clients win and lose. Like a doctor, we see common symptoms across our “patients." This list highlights symptoms we look for and can serve as a great checklist for assessing the health of your business.

Win-Loss Themes: What "Your Price is Too High" Really Means

Win-Loss Themes: What "Your Price is Too High" Really Means

When a B2B deal goes south, the most common reason initially identified by both buyers and vendors is price. Of course, price runs through every decision, and no one loves shelling out cash. But, in conducting hundreds of win-loss interviews for high-profile clients, our team at Clozd has very rarely encountered situations in which the true driver of the deal turned out to be a raw difference in price. Instead, our in-depth conversations have yielded key insights on what a buyer really means when she says “the price was too high.” This blog post explores three common, underlying themes that could be the real problem with your pricing strategy.