Win-Loss Interviews, CI Trends Report, Series B Funding

🔨 Nailing your next win-loss interview

Sales reps are wrong about why they won or lost a deal 60% of the time.

Ryan Sorley, CEO, DoubleCheck Research joined us for our first-ever live episode of the Competitive Enablement Show to share how you can take that guesswork out of your win-loss analysis, including:

  • Why you need to get cross-functional buy-in from leadership and how to do so.
  • How to structure your interview to get the most competitive intel and the questions you should ask.
  • What the most successful teams do with these insights to make them actionable for teams across the business.

Catch the full conversation on Apple and Spotify.

📕 The three most interesting stats from the ‘CI Trends’ Report

Best b2b win-loss analysis guide

Who doesn’t love trends? They let me know if skinny jeans are now cool. Or when they’ve become lame. And when it’s cool again.

And the trends from the Product Marketing Alliance’s latest report? They show what PMMs are doing today to enable their businesses to compete.

A few of my favourite nuggets:

  • 83.5% of PMMs said their primary objective of competitive research was to pinpoint ways in which they can differentiate.
  • Only 28.2%of PMMs rate their in-house knowledge sharing of competitive intel a perfect ’10’.
  • PMMs revealed that they focus more on indirect competitors (36.5%) than direct competitors (17.6%).

Check out the full report here.

💰 Did you hear? I’m not sure if you heard 💰

Beating your competitors just got 62 million times easier. 
Klue just raised $62 million in our Series B round, led by Tiger Global and Salesforce Ventures! 
Needless to say, we’re pretty stoked about it. But we also wanted to share what that means for you. Check out what our CEO, Jason Smith, had to say.

Thanks for reading this week’s edition of Coffee & Compete Newsletter. As always, please reach out to me and the rest of the team with your thoughts and feedback. 

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Ryan Sorley: How to Nail Competitive Win-Loss Interviews

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DoubleCheck Research CEO and Win-Loss expert Ryan Sorely breaks down how to nail your next win-loss interview and make your program a success.

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Once a week we dive into the competitive strategies of some of the biggest brands and provide tactical advice to help you beat your competition.