The insights you receive from your Win-Loss Analysis can be carried throughout the entire customer lifecycle. In this episode, we talk through the customer journey together to uncover how you can apply your Win-Loss Analysis throughout your customer journey and the impact your insights have in each phase. Learn how to optimize your customer journey through Win-Loss Analysis.

Win-Loss Analysis has a major impact on your front-line sales reps, but sharing win-loss insights with sales can be difficult. In this episode, we explore which insights are most relevant, how to create stories around the data, and best practices for sharing insights that matter with sales.

Your buyer feedback from Win-Loss Analysis can uncover sales coaching opportunities for each individual sales rep on your team. By leveraging buyer feedback in sales coaching, you can personalize your sales coaching efforts, eliminate bias, and help your reps what they can change TODAY to win more. In this episode, we'll discuss how you can use buyer feedback and Win-Loss Analysis to power your sales coaching efforts.

What causes biases in a win-loss program? In this episode, we’ll explore the reasons biases appear within win-loss analysis, what common biases to look for, and how to eliminate those biases in your win-loss program. We'll also dive into how you can use marketing intelligence and sales intelligence to discover why your reps are really winning and losing.

Having a clear go-to-market strategy is crucial for B2B sellers. It creates alignment. It helps to optimize your buyers experience. But in today’s environment, you must find ways to make your go-to-market initiatives stand out because buyers are flooded, bombarded even, with mass amounts of information. It’s estimated that people are exposed to between six thousand to ten thousand ads every single day. So, in this sea of information and constant tug of war for attention, how can you capture your buyers’ attention and how can you continually nurture your buyers with go-to-market initiatives that stand out?

As B2B sales and marketers, we understand that a multi-channel approach is crucial to nurturing and capturing your prospects. But today, we’re going to explore one, time-tested channel, that is key to winning more opportunities – Email. There’s a method to creating impactful email strategies in sales and marketing. You can’t just send random emails and expect your prospects to move through the funnel. So today, we’re going to explore how you can leverage email to win more opportunities.

The way buyers interact with sellers is changing! We’ve mentioned this before on the show. Gartner estimates that only 5% of the buyer's journey is spent with the sales rep – leaving about 95% of that buyer's journey for nurturing and buyer exploration. Buyers WANT more and more to self-educate when evaluating a new solution. In fact, a survey from DemandGen Report reported that 77% of B2B buyers did not talk with a sales rep until after they had performed independent research. So how do we adjust our go-to-market initiatives to match this changing buyer behavior? How do we provide the right information to the right buyers at the right time? And how do we educate and empower our buyers throughout the entire customer journey?

Enterprise selling. It’s a different beast. Enterprise sales reps face many challenges as they try to hit revenue goals. There are struggles around engaging with senior executives, crafting the right story, positioning your deal size, and building a relationship of trust so that you can expand your deals throughout the customer lifecycle. So how can enterprise sales reps combat these challenges? What strategies can be used to help enterprise sales reps close massive deals and grow those accounts?

When you think of sales enablement, you may think of assets, pitch decks, battlecards, and other tangible pieces that sales reps can use to win more. But sales enablement goes beyond! Sales enablement includes the interpersonal interactions and relationships between reps, leadership, and other departments in your organization. Your company culture and the culture you build within your sales team should enable or empower your reps to win more. What we will explore today is how does organizational culture impact sales enablement and vice versa?

B2B businesses often struggle to find the best ways to go-to-market. With evolving buyer preferences, new or emerging competitors, and changing economic climates, your go-to-market strategy must be more effective than ever! So how do you go about nailing your go-to-market strategy and gain a deep understanding of what your buyers truly care about? Well, your buyers will tell you how to go to market… you just have to know how to ask and how to listen! And Win-Loss Analysis can help you do just that! 

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