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Key Components of a Structured Win/Loss Program
Manage episode 337680289 series 2362343
Content provided by Pragmatic Institute. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Pragmatic Institute or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
“It is essential to adopt a structured approach to collecting buyer insights. Now, if companies decide just to do an ad-hoc buyer interview or win-loss interview, and it's not a more structured process, then companies will end up relying on anecdotal information and never truly understanding the buyer” — Diana Igua In this episode of Pragmatic Live, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews two experts from DoubleCheck Research —Diana Igua, director of marketing & operations and Jen Doyle, research director, about why win/loss is an essential activity for any company. They discuss:
Foundations
This course is the first step to becoming truly market-driven You’ll learn how to understand the market, how to use market knowledge and how to master the Pragmatic Framework.
Learn More
https://www.pragmaticinstitute.com/course/product/foundations
…
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- What win/loss programs provide to product managers, product marketers and sales teams
- Why a collection of conversations is more meaningful than one story
- How to establish a standardized and focused process for structuring win/loss research
- Why surveys aren’t an adequate replacement for win/loss interviews
- Two approaches to get target groups to engage with a win/loss interview
Foundations
This course is the first step to becoming truly market-driven You’ll learn how to understand the market, how to use market knowledge and how to master the Pragmatic Framework.
Learn More
https://www.pragmaticinstitute.com/course/product/foundations
429 episodes
Share
Manage episode 337680289 series 2362343
Content provided by Pragmatic Institute. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Pragmatic Institute or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
“It is essential to adopt a structured approach to collecting buyer insights. Now, if companies decide just to do an ad-hoc buyer interview or win-loss interview, and it's not a more structured process, then companies will end up relying on anecdotal information and never truly understanding the buyer” — Diana Igua In this episode of Pragmatic Live, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews two experts from DoubleCheck Research —Diana Igua, director of marketing & operations and Jen Doyle, research director, about why win/loss is an essential activity for any company. They discuss:
Foundations
This course is the first step to becoming truly market-driven You’ll learn how to understand the market, how to use market knowledge and how to master the Pragmatic Framework.
Learn More
https://www.pragmaticinstitute.com/course/product/foundations
…
continue reading
- What win/loss programs provide to product managers, product marketers and sales teams
- Why a collection of conversations is more meaningful than one story
- How to establish a standardized and focused process for structuring win/loss research
- Why surveys aren’t an adequate replacement for win/loss interviews
- Two approaches to get target groups to engage with a win/loss interview
Foundations
This course is the first step to becoming truly market-driven You’ll learn how to understand the market, how to use market knowledge and how to master the Pragmatic Framework.
Learn More
https://www.pragmaticinstitute.com/course/product/foundations
429 episodes
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Similar to Product Chats Podcast
Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
…
continue reading
Bitcoin pioneer Charlie Shrem peels back the layers on the lives and backgrounds of the world's most impactful innovators. Centering around intimate narratives, Shrem uncovers a detailed, previously unspoken story of the genesis and evolution of bitcoin, cryptocurrency, artificial intelligence, and the web3 movements. Join Shrem as he journeys through the uncharted territories of tech revolutions, revealing the human side of the stories that shaped the digital world we live in today.
…
continue reading
Kipp Bodnar (HubSpot’s CMO) and Kieran Flanagan (Zapier’s CMO), lead you down the rabbit hole of marketing trends, growth tactics and innovation. On the way you’ll pick up undiscovered strategies to give you that slight edge for success. These are not your typical twitter thread regurgitated marketing tactics that everyone is doing. These are new methods, with unfiltered examination of successful fresh ideas.
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continue reading
The Partnership Economy explores the power of partnerships through candid conversations and stories with industry leaders. Our hosts, David A. Yovanno, CEO and Todd Crawford, Co-founder, of impact.com, unpack the future of partnerships as a lever for scale and an opportunity to put the consumer first.
…
continue reading
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1
The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
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No BS Allowed - Are you sick of empty suits telling you to work harder? - Learn about The Maverick Selling Method, which models the world's best salespeople and what they do differently. If you are in sales and are passionate about selling, you will like this podcast. The focus is on b2b sales and selling. If you are selling or in sales, this podcast is for you. I cover cold calling, spin selling, challenger sale, solution selling, and advanced selling skills. Strategic selling, LinkedIn, sa ...
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continue reading
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continue reading
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