Coffee & Compete

Something we get asked about the MOST about Win-Loss is how to source interviews. How do you ask, and when do you ask them? It's anxiety-inducing. But we're here to help you increase your pipeline for Win-Loss interviews tenfold.

(00:00:00) Alexis Yeh is on the Pod!

(00:02:02) Generating Interview Pipeline

(00:02:48) Identifying Interview Candidates

(00:06:27) Getting Sales Buy-In

(00:09:25) Outreach Strategies

(00:10:41) Best Practices for Interview Recruitment

(00:12:59) Leveraging CRM for Win-Loss

(00:14:09) Challenges in Large Organizations

(00:16:57) Lessons Learned in Win-Loss

CREDITS:

Guest: Alexis Yeh

Hosts: Adam McQueen, Hunter Sones

Producer: Grayson Ottenbreit

Editor: Stephen Despins

The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

WE'RE BACK. It's 2025, and we're talking about everything Win-Loss, starting with how to start your own Win-Loss program. We get asked all the time about how to run interviews, where to source them and everything in between, but what about those who are just starting their Win-Loss journey? We thought the best person to help you launch your first program is Dylan D'Urso, Senior Competitive Intelligence Manager at Autodesk, because he has built a BEST in-class Win-Loss program there over the past few years – it's a spectacle.

(00:00:00) Dylan D'Urso is on the pod!

(00:01:13) How Dylan built his own Win-Loss program

(00:02:27) First step in building a Win-Loss program

(00:05:41) Who is your Win-Loss program for?

(00:07:14) Building objectives for Win-Loss analysis

(00:09:21) Dylan’s first Win-Loss program

(00:11:45) Win-Loss programs at different-sized companies

(00:13:55) What deals should be interviewed for Win-Loss analysis?

(00:16:49) Sales buy-in for Win-Loss analysis

(00:19:44) Win-Loss helping account executives

(00:22:10) Win-Loss Analysis Do’s and Don’ts

(00:27:28) Win-Loss research objectives

CREDITS:

Guest: Dylan D'Urso

Hosts: Adam McQueen, Hunter Sones

Producer: Grayson Ottenbreit

Editor: Stephen Despins

The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

You're off for the holidays, we're off for the holidays, so let's kick back and enjoy some of our favourite moments from 2024.

TIMESTAMPS:

(00:00:00) Thank you for an amazing year!

(00:00:56) Nick Cegelski talks about badmouthing competitors

(00:07:48) Building Klue’s Competitive Landscape Analysis

(00:14:33) How are AI companies staying competitive?

(00:22:16) Air.Inc’s amazing competitive marketing

CREDITS:

Guest: Anthony Pierri

Hosts: Adam McQueen, Hunter Sones

Producer: Grayson Ottenbreit

Editor: Stephen Despins

The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

IT'S GUEST TIME... Co-Founder of FletchPMM, Anthony Pierri, joins us to break down one of our favourite examples of competitive positioning (positioning he worked on!) with Freckle.io against their top competitor, the well-established Clay. We also talk about a ton of other stuff, like how companies should think about positioning as the grow. It's a good one.

Learn about how competitive your deals actually are from 3,400 buyers: https://www.linkedin.com/pulse/truth-how-competitive-your-deals-according-3400-buyers-klue-oex6c/

Watch the first short film EVER in competitive intelligence: https://klue.com/klueless

TIMESTAMPS:

(00:00:00) Compete Network drops

(00:02:20) Introducing Anthony Pieri

(00:03:04) Freckle.io vs. Clay

(00:11:34) Anthony’s work with Freckle’s positioning

(00:13:23) The risk of calling out competitors

(00:17:35) Private equity’s effect on positioning

(00:20:00) The reception to Freckle vs. Clay

(00:23:57) Being direct with competitors

(00:27:09) Hunter calls out our competitor?

(00:29:00) How to call out your competitors

(00:33:14) Anthony’s perspective on calling out competitors

CREDITS:

Guest: Anthony Pierri

Hosts: Adam McQueen, Hunter Sones

Producer: Grayson Ottenbreit

Editor: Stephen Despins

The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

This is from our monthly community sessions in The Compete Network where we sit down with Product Marketers and Comete pros to learn tactical lessons quick and fast and quick and.... fast. No wasted time, questions from the community members, all about one topic - it's a power half hour.

Sign up for future community sessions here:

https://community.thecompetenetwork.com/home/events

CREDITS:

Guest: Mara Konrad

Host: Adam McQueen

Producer: Grayson Ottenbreit

Editor: Stephen Despins

The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

Hunter nerds out with Ryan Sorley, VP of Win-Loss at Klue, about Win-Loss – where it's going, and where it's been. And Ryan shares his spicy new way of framing Win-Loss, the ReadyGO Assessment.

Watch Compete Week sessions on-demand: https://community.thecompetenetwork.com/home/collections/compete-week-2024-2024-11-05

TIMESTAMPS:

(00:00:00) Coffee & Compete

(00:01:53) Welcome Ryan Sorley

(00:02:30) Why Ryan pursued a Win-Loss Analysis business

(00:05:23) The current state of Win-Loss Analysis

(00:08:06) Ryan’s ‘ReadyGo Assessment’

(00:11:47) The future of Win-Loss Analysis

(00:15:37) How to frame a Win-Loss interview

CREDITS:

Guest: Ryan Sorley

Hosts: Adam McQueen, Hunter Sones

Producer: Grayson Ottenbreit

Editor: Stephen Despins

The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

This is from our monthly community sessions in The Compete Network where we sit down with Product Marketers and Comete pros to learn tactical lessons quick and fast and quick and.... fast. No wasted time, questions from the community members, all about one topic - it's a power half hour.

Sign up for future community sessions here:

https://community.thecompetenetwork.com/home/events

CREDITS:

Guest: Clara Smyth & Jon Itkin

Producer: Grayson Ottenbreit

Editor: Stephen Despins

The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Hunter and Katie talk about building and presenting a competitive landscape for the executive team and we talk about EVERYTHING you missed at Compete Week.

Watch Compete Week sessions on-demand: https://community.thecompetenetwork.com/home/collections/compete-week-2024-2024-11-05

TIMESTAMPS:

(00:00:00) Chillin’ and killin’

(00:01:42) Compete Week 2024

(00:03:19) Hunter’s favourite thing you missed at Compete Week

(00:06:32) Katie’s favourite thing you missed at Compete Week

(00:08:29) Adam’s favourite thing you missed at Compete Week

(00:11:34) Compete Week 2024 learnings

(00:13:22) The Purple Carpet….

(00:21:29) Building a competitive landscape for executives

(00:28:13) How should you think about competing in marketing?

CREDITS:

Guest: Katie Berg

Hosts: Adam McQueen, Hunter Sones

Producer: Grayson Ottenbreit

Editor: Stephen Despins

The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

Beehiiv took Kit's (previously known as ConvertKit) rebrand to task and did one of the best competitive campaigns we've seen... and Hunter shares his first experience at a Win-Loss committee meeting.

Watch Compete Week sessions on-demand: https://community.thecompetenetwork.com/home/collections/compete-week-2024-2024-11-05

TIMESTAMPS:

(00:00:00) Welcome to Coffee and Compete

(00:01:23) Compete Week Highlights and Announcements

(00:02:32) Introducing Klue’s 360° Win-Loss Product

(00:04:16) Beehiiv vs. ConvertKit’s Rebrand to Kit

(00:18:32) Hunter’s first ever Win-Loss committee meeting

CREDITS:

Hosts: Adam McQueen, Hunter Sones

Producer: Grayson Ottenbreit

Editor: Stephen Despins

The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

This is from our monthly community sessions in The Compete Network where we sit down with Product Marketers and Comete pros to learn tactical lessons quick and fast and quick and.... fast. No wasted time, questions from the community members, all about one topic - it's a power half hour.

Sign up for future community sessions here:

https://community.thecompetenetwork.com/home/events

CREDITS:

Guest: Eric Holland

Producer: Grayson Ottenbreit

Editor: Stephen Despins

The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.