.png)
President of Strategic Customers at Salesforce
Former EVP of Sales at Qualtrics
Howard Brown (CEO of ringDNA) and Andy Paul (host of Sales Enablement Podcast) will have an informative, lively discussion about why No Decisions are worse than actually losing. They will talk about the negative impact that No Decisions have on your selling and how they are largely avoidable. They then will share how you can diagnose and remedy shortcomings in your Discovery, Disqualification, Qualification and Value delivery to convert No Decisions into Wins.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Too many of us (B2B marketers) are getting so caught up in technology, lead numbers, and the most recent hyped play that we are not spending enough time developing true empathy for our buyers. Chris Walker, CEO of Refine Labs, is one of the strongest marketing voices right now about making sure you understand your buyers. Trenton Romph from Clozd and Chris will talk about why you should develop empathy for your buyers, how to do it, the insights it provides, and the actions you can take from those insights.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Clozd’s win/loss data shows many ways sales team performance influences won and lost deals. We’ve categorized those reasons into sales empathy and communication, sales process and follow-up, and demo quality, sales knowledge, or expertise. This expert panel from RevGenius will discuss strategies to diagnose and correct problems that arise in these areas.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Jason Klein from Alteryx will provide his perspective on best practices for evolving and growing the win-loss program over time as new products are introduced, new competitors enter the market, and leadership and strategies mature.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
In this session Saber Sherrard and Johnny Hanson from Bain & Company's Commercial Excellence practice will share insights from data gathered on how COVID has changed B2B marketing.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
So, how did the negotiation go? It's tempting to assume it went well if we got what we wanted or didn't feel the need to give away too much. But maybe it could have gone better, not only in protecting the perceived value of our solution, but in establishing that value in the first place. Join Spencer Wixom from Challenger as he explores some hidden elements in complex deal negotiations and how you might test for these in win-loss analysis to better set your salespeople up for success.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
In this session, we'll unpack a decade's worth of insights from Win and Loss interviews, conducted with decision makers all over the world. We'll explore what motivates (and demotivates) buyers when making a purchasing decision and how some of these factors are changing in a post-Covid world. We'll also discuss some strategies which B2B sales companies can quickly adopt, to take advantage of this lessons inside their own businesses.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
Clients enter sales meetings hoping to see and experience something different and better in the message, thought leadership or dialogue. But 42% of the time, buyers see no difference between vendors; they feel most of their meetings with sales professionals are a waste of time, leading to average win rates of a dismal 17% globally. What’s going wrong? After observing nearly two thousand sales interactions, the authors of Strikingly Different Selling discovered a simple formula for achieving compelling contrast that thousands of salespeople are successfully using to stand out and sell more. Join this session with sales expert, Dale Merrill, to learn how to unleash the power of contrast by focusing on what matters most to your clients, showing them something different and better, and making every message “sticky,” easy to share and hard to forget.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
.png)
Andrew Peterson is one of the founders of Clozd, a leading provider of services and technology for win-loss analysis. In this session, Andrew highlights four specific and actionable ways that companies can level up their current win-loss analysis efforts. This session is geared towards business leaders that currently conduct win-loss analysis and are eager to take their program to the next level.
Buyers can say a lot. Some of it is valuable and should be treated as gold, others not so much. But how do you make sense of what should be your strategic focus and what you should deporioritize in considering your strategy? This session will outline simple ways to think about how to think through your win-loss data.
.png){kind=logo}
