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Win-loss analysis data is like game tape for sales professionals

Just like the best sports teams, top sales teams never miss a chance to review their game tape. 

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4 MIN READ

Calendly leads the way in building an impactful, collaborative win-loss analysis program

Calendly worked with Clozd to meticulously build out their win-loss program that has reliably delivered valuable insights to teams throughout their organization.

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5 min read

4 Things Your Sales Team Needs To Do To Win More

Here are 4 powerful strategies most sales teams are ignoring to generate more sales! Sart doing doing them today to gain a leg-up on your competition.

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7 min read

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.

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9 min read

Advice and Tips to Launch a B2B Product

Launching a B2B product can make or break a company. We hosted an expert panel to share their advice on doing it successfully—from resourcing, planning, audience awareness, and how to measure success.

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5 min read

5 Reasons You're Losing to "No Decision"

Clozd sat down with two sales professionals to get their take on no-decision outcomes and why they are the worst outcome of a closed deal.

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3 min read

Bring Sales Training to Life

Base your training in real stories, about real customers, drawn from real interactions with real prospects will boast the power to captivate the sales team and change their behavior.

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4 min read

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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4 min read

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

“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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5 min read

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 and what you’re doing poorly.

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2 min read

Cutting Through the Noise: Focusing on the Data That Matters

How do you cut through the data that isn’t as important to get to the golden nuggets that will drive the most value for you?

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5 min read

Win-Loss Analysis: Sample Size Considerations

How to think about sample size considerations when it comes to win-loss analysis. Conducting buyer interviews on every sales opportunity is probably unfeasible, so how many should you do?

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4 min read

Why Use A Third-Party For Win Loss Analysis?

Using a third-party for win loss analysis has multiple benefits. We outline some of the reasons companies switched from doing it in house.

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5 mim read

Competitive Intelligence 101 - Keys to a Strong Competitive Intelligence Program

It's essential to know who your competitors are. Make sure your competitive intelligence programs don't de-prioritize understanding your actual customers and focus too much on the competition.

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6 min read

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

Our in-depth conversations have yielded insights on what a buyer really means when she says “the price was too high.”

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4 min read

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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4 min read

Managing Your Competitors' Churn

Great sales teams are proactive about managing their competitors' churn. They employ several strategies to ensure they are poised and ready to overtake their competitors' accounts come renewal time.

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6 min read

Winning in an Economic Downturn: Part 2

Part 2 of 2. Companies that double-down on win-loss analysis, during economic downturns, are able to avoid missteps, adapt on the fly, and come out ahead.

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7 min read

Tips to Improve Sales Team Performance

Clozd identified three common reasons sales teams influence winning and losing deals through the data gathered in these programs.

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3 min read

Why You Should Build An Operational And Ongoing Win-Loss Analysis Program

Building an operational, ongoing win-loss analysis program will give you constant access to customer feedback. The more you know about what customers want, the more you can provide it to them.

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7 min read

Win-Loss Analysis: Why Surveys Alone Won't Cut It

We’ve learned that when analyzing wins and losses in a complex B2B sales environment, surveys pose some unique challenges. Consider these challenges before you begin a buyer survey initiative for win-

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3 min read

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, but there can be value in all of them.

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2 min read

"Why Did We Lose?"

Every reason that the proposal team gave for losing the deal was wrong. No one in the entire company knew the real reason why they lost the deal.

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4 min read

Five Tips For Successful Win-Loss Analysis by Pragmatic Institute

Paul Young, an instructor at Pragmatic Institute, gives five tips on how to make your win-loss analysis program successful and how to get you the most holistic, complete picture.

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9 min read

Interview: The Influence of Pricing on Deal Outcomes

Pricing plays a large role on vendor selection. Clozd founder Spencer Dent explores some of these pricing trends.

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6 min read

6 Tips for Driving Win-Loss Analysis Adoption

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

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6 min read

Going Global? Here's 8 Lessons From Expanding a B2B Sales Team Internationally.

A big part of my job at Qualtrics was to help the Head of Global Sales scale his operations internationally. 8 lessons about scaling a global sales organization.

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9 min read

Sales Tips From Two B2B Enterprise Sales Legends

Jim Steele and John D'Agostino share lessons on how to succeed in B2B sales. This is a recap of their best stories on building a winning culture, attributes of a successful salesperson, and more.

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1 min read

The Win-Loss Diagnostic

Evaluate your win-loss program with our diagnostic assessment. Get an instant, personalized report on its performance.

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5 min read

Win-Loss Analysis: Why Interviews?

"Is it important to interview clients?Can we survey them instead? What's wrong with analyzing the data that's already in our CRM?"

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3 min read

Four Tips to Level Up Your Win-Loss Analysis Program

With a large majority of companies investing in win-loss analysis, the question becomes: how can you level up your current program to drive a more significant impact for your organization?

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4 min read

Eight Tips to Help Your Win-Loss Analysis Program

Here are eight practical tips that you can implement today to help you get your win-loss analysis program working at its best.

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5 min read

Turn Win-Loss Data Into Actionable Insights

Anyone that manages a win-loss program at some point needs to take the data and turn it into actionable insights. Our consulting team lead, Jonathan Stevens, talks about how to make this happen.

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9 min read

Four Pillars of Effective Win-Loss Analysis

Win-loss analysis is the practice of consistently capturing and analyzing the reasons why you win and lose deals. Here are the four "pillars" or "core competencies" of win-loss analysis.

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Clozd-Gong partnership delivers 360-degree view of the buyer experience

The new Clozd-Gong integration allows you to see the full lifecycle of your sales deals across your pipeline in one place—on your Clozd dashboard.

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Hello Heart uses win-loss analysis to identify win-back opportunities and streamline its revenue operations

CUSTOMER STORY

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4 MIN READ

How SmartBear improved sales demos and win rates with their Clozd win-loss program

Learn how SmartBear leveraged their Clozd win-loss analysis program to increase win rates and improve sales demos.

CUSTOMER STORY

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4 MIN READ

Alteryx leverages Clozd’s win-loss data to guide company strategy

How Alteryx uses win-loss data from Clozd to build a robust, voice-of-the-customer (VoC) feedback loop.

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4 MIN READ

The true ROI of win-loss analysis

What's the ROI of a comprehensive, third-party win-loss analysis program? Find out what Clozd customers have to say ...

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6 MIN READ

Win-Loss 101: How to effectively schedule win-loss interviews with your buyers | Part 3 of 6

Find out how the top win-loss analysis experts schedule win-loss analysis interviews buyers, and ensure they show up to provide honest feedback about their buying experience.

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5 MIN READ

How Xactly uses win-loss data to reduce churn

Find out how Xactly is using Clozd to perform customer retention interviews to decrease churn and more consistently hit revenue goals.

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4 min read

Pricing strategy: What does “too expensive” really mean?

When a closed-lost buyer says your solution is "too expensive," or they "don't have budget," what do they really mean? This article shows you what buyers truly mean when they don't buy due to price.

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4 MIN READ

Community Brands creates org-wide alignment with Clozd

Find out how Community Brands uses win-loss insights to create true strategic alignment across the whole company.

CUSTOMER STORY

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4 MIN READ

LaunchDarkly leverages Clozd to enable cross-functional collaboration

Learn how LaunchDarkly uses win-loss analysis data provided by Clozd to keep tabs on their competition.

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6 MIN READ

The evolution of a win-loss analysis program

Successful companies are constantly evolving and improving their win-loss analysis efforts. Where does your company fall on the win-loss maturity curve?

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4 min read

The "Post-Mortem" is a Waste of Time

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. “We need to do a post-mortem.”

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1 min read

8 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.

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6 min read

Sales Effectiveness Series: Why Cold Call?

In a world where email and messaging rule the day, why do great B2B sales leaders still encourage cold calls? Because cold calling works.

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3 min read

Fixing Win-Loss Reporting in Salesforce: Part 3

Part 3 of our mini-series: If your organization is not taking action on win-loss findings, you may be suffering from one or more of these root causes.

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3 min read

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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5 min read

Your Real Competitor

Win-loss interviews serve as a rich source of competitive insights.

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4 min read

Shifting to Enterprise in B2B SaaS Go-To-Market Strategy

What does it mean to "go enterprise" in your go-to-market strategy? Here are some useful tips and common challenges to taking your SaaS solution to enterprise buyers.

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3 min read

Why Conduct Win Loss Analysis?

Don't rely on your sales team for unbiased feedback about your buyers—they will be wrong more than half the time. For feedback about how buyers perceive your business, go straight to the source.

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4 MIN READ

How Consensus improved win rates using Clozd

How Consensus improved win rates using win-loss analysis data provided by Clozd.

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6 min read

How To Improve Your Company's Sales Win Rate

What is win rate, how do you calculate it, why is it important, and how can it impact your business? To understand how to understand and improve win rate, check out this article.

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3 min read

A Framework for Creating the Right Win-Loss Analysis Questions

Follow our framework to create the right win-loss analysis questions for effective win-loss buyer interviews.

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Estimating the ROI of Win-Loss Analysis

Calculate the potential ROI of a comprehensive win-loss analysis program—including win-back opportunities, increases to win rate, and more.

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4 mins read

Fixing Win-Loss Reporting in Salesforce: Part 1

Part 1 of our mini-series: If the data you are collecting from your internal win-loss program is not insightful, you may be suffering from one or more of these root causes.

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3 min read

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.

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4 min read

Elements of an Effective Win-Loss Report

What makes an effective win-loss report? Clozd has identified several effective strategies for organizing, examining, and presenting key findings from a win-loss program.

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3 min read

Prioritize Getting Started, Not Being Perfect With Win-Loss Programs

Instead of perfecting your win-loss analysis approach and never launching you should prioritize getting started first, then optimize along the way. Learn how in this article.

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3 min read

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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4 min read

A Surefire Way to Increase Sales Win Rates

There's one thing every B2B sales team can do to improve results and increase win rates. Find out directly from decision-makers why you won or lost their business.

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Win-loss analysis: DIY vs. Third party

Are you debating between hiring a third party to run your win-loss analysis program and building your own in-house solution? This article will help you make the right decision for your business.

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7 min read

Winning in a Downturn: 6 Rules for Revenue Leaders

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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3 min read

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.