Dive Deep Into Win-Loss Analysis on September 14-16
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Winning in an Economic Downturn: Part 1

Part 1 of 2. As the world grapples with the effects and uncertainty of COVID-19, businesses are feeling the pressure. In spite of the challenges, solid businesses should sense an opportunity. Here are 6 tips for winning during an economic downturn.

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Being Flexible in a Win-Loss Interview

After conducting thousands of interviews with our clients’ won, lost, and churned accounts, we’ve developed strategies to allow participants to provide feedback in a way that strikes the right balance between structure and flexibility.

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Pricing Strategy: What Does “Too Expensive” Really Mean?

Many buyers say that a client’s solution was just too expensive. In these situations, Clozd consultants dig deeper to understand what "too expensive" actually means. This blog post highlights five deeper customer concerns which may be masked by the generic statement, “it’s just too expensive.”

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Poll: Current State of Win-Loss Analysis?

At the Product Marketing World series of events, Clozd has administered a poll to attendees to find out the current state of win-loss analysis at their respective organizations. Surprisingly, only 2% of product marketers believe their company has achieved org-wide clarity and alignment about why sales opportunities are won and lost.

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Win-Loss Analysis: 5 Benefits for Competitive Intelligence Leaders

During a recent webinar, three Competitive Intelligence professionals from Tableau, VMware, and Zuora shared insights on the bankable value-adds of a third-party win-loss interview program.

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Win-Loss Analysis: 4 Tips for Sales Leaders

During a recent webinar with Clozd, Josh Ellars (Head of Marketing & Sales Enablement, OpenGov) shared four tips for sales leaders who are looking to leverage win-loss analysis to improve sales performance.

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Our Sales Win Rate is . . . What Exactly?

Win Rate. You know the number. Or, maybe you don’t. What exactly does it mean? Are there more ways than one to calculate it? How can it impact your business? To understand how win rate affects critical business strategy, first we need to understand the what and why of win rate.

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Win-Loss Analysis: 3 Channels of Insight

There are 3 channels or sources of win-loss insight: CRM data, sales team feedback, and buyer feedback. The three sources aren’t created equal (hint: buyer feedback is the best) but there can be value in all of them.

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Why Churn Interviews Matter

In business relationships, losing a potential sale is quite different from seeing a long-time customer walk away. In contrast to win-loss interviews, churn interviews explore the deeper perspectives of experienced users who have decided to terminate their relationship with you.

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Clozd Interview Programs: More Than Just Win-Loss

While most clients engage Clozd for win-loss analysis, there are several unique applications for our interview services that have helped clients answer critical business questions.

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Processes that Make or Break Your Win-Loss Program

Much more goes into a win-loss interview than the actual interview. Learn about the critical processes — before and after each interview — that can make or break your win-loss interview program.

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Elements of an Effective Win-Loss Report

What makes an effective win-loss report? As we often say, the answer is it depends. That being said, Clozd has identified several effective strategies for organizing, examining, and presenting key findings from a win-loss program.

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Selling to Novice Buyers

Many buyers — particularly of SaaS products — are first-time buyers. In this blog post Clozd founder Spencer Dent explores some of the tendencies of novice buyers and tips for selling effectively to them.

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Win-Loss Themes: The Importance of Human Touchpoints

Many buyers lament the lack of connection with actual humans at SaaS companies. In this blog post Clozd associate Jonathan Barlow explores the importance and impact of human touchpoints for SaaS solution providers.

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Why Your Financial Services Firm Needs Win-Loss Analysis.

In this blog post Clozd consultant Jonathan Stevens explores the benefits of win-loss analysis for investment banks, commercial banks, benefits providers, accounting firms, corporate insurers, and more.

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Your Real Competitor

For Clozd clients, win-loss interviews serve as a rich source of competitive insight. However, the primary purpose of a win-loss interviews is to understand why you won or lost the deal - which may have little (or nothing) to do with your competition.

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Win-Loss Analysis: 3 Tips for Getting Started

During a recent interview with Clozd, Sanjay Puri, the VP Product Marketing at Avalara, shared three simple but valuable tips for those looking to implement a win-loss interview program.

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6 Tips for Driving Win-Loss Analysis Adoption

An effective win-loss program can be transformative for your organization. In this blog post Clozd consultant Jonathan Barlow explores 6 best practices that can help your organization drive adoption of win-loss insights.

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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.

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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.

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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.

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What’s the Right Number of Win-Loss Interviews?

One of the first questions we often hear from prospective clients is: “How many win-loss interviews should we conduct?” It’s an important question without a simple answer. To get to the best answer for your organization, here are some factors to consider.

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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.

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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. Here are some guidelines to help you.

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Five Simple Strategies to Get the Most from Your Win-Loss Interviews

No two win-loss interviews are exactly alike; but, in our experience we’ve found that there are 5 simple strategies that, when put into practice, will help you get the most out of each interview.

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