Blindspots - Sorley, Ryan
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For years, your company has struggled to understand why it's winning or losing deals. What little data you have is unreliable at best and misleading at worst. So when leadership decides to launch a formal win-loss program, you leap at the opportunity to spearhead the effort. There's just one question: what does a successful win-loss program even look like? In Blindspots, Ryan Sorley shares how to build a sustainable win-loss program that will generate actionable insights and give your company a much-needed competitive advantage. This comprehensive guide lays out all the essentials-including…mehr

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Produktbeschreibung
For years, your company has struggled to understand why it's winning or losing deals. What little data you have is unreliable at best and misleading at worst. So when leadership decides to launch a formal win-loss program, you leap at the opportunity to spearhead the effort. There's just one question: what does a successful win-loss program even look like? In Blindspots, Ryan Sorley shares how to build a sustainable win-loss program that will generate actionable insights and give your company a much-needed competitive advantage. This comprehensive guide lays out all the essentials-including how to gain leadership buy-in, develop your program tool set, conduct meaningful interviews, and generate value-packed deliverables that will drive positive change across your organization. Packed full of models, templates, and stories, Blindspots is the guide you've been searching for to transform your win-loss program, generate invaluable insights, and-most importantly-close more deals.
Autorenporträt
Ryan Sorley is the Vice President of Win-Loss and Co-founder of Klue, and a leading authority on win, loss, and churn research programs. Ryan and his team design, build, and run third-party win-loss programs for progressive B2B tech and manufacturing companies, enabling them to make smarter go-to-market decisions and stay ahead of the competition. Before joining Klue, Ryan spent over fifteen years at leading research firms like Gartner, AMR Research, and Forrester. In 2014, Ryan founded win-loss research firm DoubleCheck Research, which was later acquired by Klue. He hosts the Blindspots podcast from his home outside of Boston, where he lives with his family and not-so-mini bernedoodle, Meeko.