SalesFounders Podcast

SalesFounders Podcast

Check out the recent SalesFounders Podcast episode about win-loss analysis featuring Clozd founder, Spencer Dent. Leveraging his experience at Bain, and Qualtrics, Spencer co-founded Clozd with the mission to help companies uncover the truth about why they win and lose. On this episode, Spencer shares some of the most common pitfalls, and why win-loss analysis should be an integral part of your growth strategy.

Is your baby ugly?

Is your baby ugly?

No one is going to tell you your baby is ugly. Likewise, no client is going to tell a product manager that their baby (the product) is ugly or undesirable. Maybe that's a bit extreme, but in practice it's true that clients are hesitant to share critical product feedback with the product's parent. For companies that want candid, honest feedback about their product offering they need to enlist the help of a neutral third-party.

Four Pillars of Effective Win-Loss Analysis

Four Pillars of Effective Win-Loss Analysis

Win-loss analysis is the practice of capturing and analyzing the reasons why you win and lose sales opportunities. It’s the equivalent of film study for football teams. 

Better methods and technologies for film study can give certain teams a distinct competitive advantage. Likewise there are methods and tools that companies can employ to make win-loss analysis more effective. At Clozd, we bucket them into four categories that we refer to as the four "pillars" or "core competencies" of win-loss analysis.

The "Post-Mortem" is a Waste of Time

The "Post-Mortem" is a Waste of Time

Excerpt: "My client had spent 18 months chasing a $400 million deal. They were confident that they were going to win. When the bad news hit, all hell broke loose. “Did you hear we lost the deal?” was repeated over and over for the next 48 hours. And that’s when I heard it the first time, “We need to do a post-mortem.” That was the first of many "post-mortems" that I have participated in for multiple clients and employers in various industries. In general, they are a waste of time because they are plagued by several key shortcomings . . . Stop wasting time on post-mortems and get a pulse on your competitive positioning by formalizing and operationalizing an ongoing win-loss initiative."

Going global? Here's 8 lessons from expanding a B2B sales team internationally.

Going global? Here's 8 lessons from expanding a B2B sales team internationally.

Excerpt: "Over the last few years I've spent a lot of time on airplanes flying across the Atlantic and Pacific oceans. A big part of my job was to help the Head of Global Sales scale his operations internationally. It was awesome! I learned a lot by working with colleagues from around the world about what it means to be a global company. I thought I might share 8 things I learned about scaling a global sales organization."

A Surefire Way to Increase Sales Win Rates

A Surefire Way to Increase Sales Win Rates

Excerpt: "But, from experience, there's one thing every B2B sales team can do to improve results and increase win rates. I’d bet on it. In fact, I have bet on it. I left a phenomenal job at a historic company so that I could help sales teams implement this critical strategy . . . Find out, from decision-makers, why you won or lost their business."

Decreasing Sales Ramp Times

Decreasing Sales Ramp Times

At Clozd, we’ve noticed that there is one particular thing that carries some extra weight in determining how fast a sales hire ramps: Understanding the reasons why buyers make their buying decision (the criteria they use) and how your company competes on each of those factors. In short, we call it understanding why you win and lose.