The Win-Loss Show

The Win-Loss Show

By Trenton Romph, Nate BagleyBusinessEntrepreneurshipMarketingManagement
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The Win-Loss Show episodes

  • How to win the battle for your prospects' attention—an interview with Will Allred
    How do you create trust and credibility the first time you contact someone?
    Companies lose potential revenue every day due to sloppy, low-effort outreach that makes prospects click the "delete" button faster than an intern running to the kitchen the moment "free food" is mentioned on Slack.
    So, how do you build trust through your prospecting?
    How do you make them WANT to jump on a call with you?
    How do you win the battle for attention going on in your prospect's inbox?
    That's what we're talking about this week on the Win Loss Show with Will Allred from Lavender.
    32 min
  • 3 Steps To Building A Rock-Solid Business Case for Buyers—an interview with Nate Nasralla
    Stop losing deals when you're not in the room with Nate Nasralla
    You just found the perfect prospect.
    They fit your ICP so well it's like they were born to become a customer.
    Your discovery was detailed.
    Your demo was 🔥🔥🔥.
    You set them up with incredible case studies and ran them through ROI projections in a special Excel spreadsheet.
    Then, you sit back and wait. You hope and pray your buyer can make a compelling internal business case as to why they should buy your product to their leaders and stakeholders.
    One day you get the email that's every sales rep's worst nightmare: "It's a no-go. We don't have the budget right now."
    You lost the deal when you weren't in the room.
    Want to know how to avoid this worst-case scenario in the future?
    Check out this episode as we chat with Nate Nasralla from Fluint about how to stop losing deals when you're not in the room.
    43 min
  • Turning your biggest sales weakness into strengths—an interview with Deanna Ballew
    How do you turn your biggest weaknesses into strengths?
    If you're like Deanna Ballew, you start by talking to your buyers to discover your biggest weaknesses. In her case, her buyers regularly complained about a lack of important product integrations.
    Once she knew this was a weakness, she used firsthand accounts from her buyers to get the whole company invested.
    Deanna championed the initiative to turn this weakness into a strength.
    In this episode, we dive deep into how win-loss administrators can drive more revenue through their win-loss programs, with a specific focus on how to use the data from your win-loss program to drive org-wide change:
    👉 What types of data are sales leaders looking for?
    👉 How do you get that data from a win-loss analysis program?
    👉 Once you have it, how do you use it to drive change and actually win more revenue?
    Join Scott Knudson, head of sales enablement at Clozd, as he leads the conversation around how win-loss program owners can feed the sales engine through the insights they receive.
    Joining Scott will be Scott Varner, a senior consultant and win-loss expert at Clozd, as well as Deanna Ballew, SVP of product at Acquia.
    This may seem like an unlikely trio, but they offer important perspectives on how all three departments can work together to increase win rates and retention.
    Need help getting started with your win-loss program? Get "The Definitive Guide to Win-Loss Analysis" here: https://bit.ly/3zSbsX3
    Ready to find out how to win more by listening to the customers you've won and lost? Click here to chat: https://bit.ly/3Ov7cRr
    31 min
  • Answering the dreaded question: "Why didn't you hit quota?"

    “Why didn’t we hit quota?’”

    Reading that question might give you flashbacks to some of the most stressful moments of your career.

    The executive team is frustrated you missed your quarterly targets. They’re feeling pressure from investors, and the board to perform. They’ve invested in you, giving you additional headcount, call-recording software, sales training software, sales enablement tools, and software to help your scale their personalized outreach.

    You’ve increased pressure on your teams to increase pipeline generation. Everyone is making cold calls, and sending out emails like their life depends on it.

    Yet despite all these changes and improvements to your sales motion, you still failed to hit quota.

    Questions start to pop into your head:

    • Is it the economic climate?
    • Is our product missing features that are important to our ICP?
    • Is marketing just sending us crappy leads?
    • Are we getting outpriced by the competition?
    • Or do I just suck at my job? 

    Logically, you run some CRM reports, talk to some reps about some of the bigger closed-lost deals from the previous quarter, and you develop a hypothesis about why you’re not hitting quota. 

    You show up to your revenue strategy meeting and present your answer, hoping that it reassures your leadership team. Then, you propose your plan to do better next quarter. Yet, despite the confidence you projected to leadership while presenting your plan, in the back of your mind there’s a sliver of doubt as you think, “I hope I’m right on this…”

    24 min

About The Win-Loss Show

From the publisher's feed

The only thing worse than missing revenue goals is not knowing why. Your buyers have the answers. Ironically most organizations don't have the systems in place continuously get feedback from buyers about why they're winning and losing.