Coffee & Compete

Coffee & Compete

por The Compete Network by Klue
NegociosNoticias de negocios
Temporada 4
The Ultimate Win-Loss Guide w/ Ryan Sorley
Ryan Sorley is releasing a book! So we had him on to talk about it. And a whole lot more than just that – he shares his expertise in the Win-Loss space and he shares some secrets about what's in store for his book launch... 👀 Join the waitlist for Ryan Sorley's new book 'Blindspots: The Ultimate Guide to Building a Better Win-Loss Program': https://web.klue.com/blindspots Register for Win-Loss workshops with Ryan in Boston and London: https://web.klue.com/blindspots Check out more compete content in the Compete Community: https://community.thecompetenetwork.com/home/content TIMESTAMPS: (00:00:00) Ryan Sorley is on the pod! (00:01:26) Ryan's Upcoming Book and Workshops (00:02:27) Deep Dive into the Blindspots Book (00:05:19) Ryan's Origin Story with Win-Loss (00:07:50) Challenges with Writing His First Book (00:11:20) Empowering Product Marketers with Win-Loss (00:14:32) Real-World Win-Loss Success Stories (00:17:28) Validating Competitive Intel with Win-Loss Analysis (00:21:03) The Importance of Reliable Data CREDITS: Guest: Ryan Sorley 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.
T4 · E20
21 mar 2025
25:58
Scaling Up Win-Loss Data Collection with Surveys w/ Kevin McLean
Adding surveys to your Win-Loss program will unlock an entire treasure trove of intel you'd otherwise miss. It's a quicker and more efficient way of getting a maximum amount of responses, and Kevin McLean has been the one at Klue driving the ship when it comes to enabling our customers to send more surveys. Join the waitlist for Ryan Sorley's new book 'Blindspots: The Ultimate Guide to Building a Better Win-Loss Program': https://web.klue.com/blindspots Register for Win-Loss workshops with Ryan in Boston and London: https://web.klue.com/blindspots Check out more compete content in the Compete Community: https://community.thecompetenetwork.com/home/content TIMESTAMPS: (00:00:00) Kevin McLean is on the pod! (00:02:55) The Purpose of Win-Loss Surveys (00:06:02) Crafting Effective Win-Loss Surveys (00:08:01) Questions to Include on Win-Loss Surveys (00:12:02) Sharing Insights from Win-Loss Surveys (00:14:02) Maximizing Win-Loss Survey Response Rates (00:16:42) Win-Loss Myths Debunked (00:19:37) Future of Win-Loss Technology CREDITS: Guest: Valerie Bonaldo 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.
T4 · E19
14 mar 2025
23:33
Turning Win-Loss Insights Into Action w/ Valerio Bonaldo, Director of Product Marketing @ Seismic
You've run your Win-Loss program, you've added surveys, you've got your results... now what? Valerie Bonaldo, Director of Product Marketing at Seismic, takes us through how her grade A program enables the entire organization from seller to executive with the insights gained from their Win-Loss analysis. Join the waitlist for Ryan Sorley's new book 'Blindspots: The Ultimate Guide to Building a Better Win-Loss Program': https://web.klue.com/blindspots Register for Win-Loss workshops with Ryan in Boston and London: https://web.klue.com/blindspots Check out more compete content in the Compete Community: https://community.thecompetenetwork.com/home/content TIMESTAMPS: (00:00:00) Valerie Bonaldo is on the pod! (00:01:16) Why start a Win-Loss program? (00:02:20) Implementing Win-Loss insights (00:04:08) Stakeholder engagement with Win-Loss analysis insights (00:08:08) Distribution WinLoss insights (00:13:07) Combining Win-Loss with other data sources (00:15:03) Cadence for distributing Win-Loss insights (00:16:55) Sharing Win-Loss results with revenue teams (00:19:17) Valerie's best Win-Loss insights (00:20:35) Challenges with running Win-Loss analysis (00:23:38) Measuring the impact of a Win-Loss program (00:25:55) Best piece of advice for someone starting their first Win-Loss program CREDITS: Guest: Valerie Bonaldo 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.
T4 · E18
7 mar 2025
28:59
Netflix's Biggest Failure w/ Tamara Grominsky
Listening to your customers is the most powerful form of intelligence. They're buying your product – you think you'd want to hear from them as much as possible. Today, we had Tamara Grominsky, founder of PMM Camp, on to talk about two times when some of the biggest companies in the world listened to their customers (and maybe a little too late) and turned those insights into big profit-making plays. Sign up for Tamara's Day Camp: https://events.pmmcamp.com/daycamp/ Register for our upcoming community Pwer Half Hour session about How to Recruit and Conduct a Win-Loss Interview: https://community.thecompetenetwork.com/home/events/how-to-recruit-and-conduct-a-win-loss-interview-8m3f1l1tll?agenda_day=6751cf45ce41209b4ff88f7c&agenda_track=6751cf45ce41209b4ff88f90&agenda_stage=6751cf45ce41209b4ff88f81&agenda_filter_view=stage&agenda_view=list Check out more compete content in the Compete Community: https://community.thecompetenetwork.com/home/content TIMESTAMPS: (00:00) Tamara Grominsky is on the pod! (00:03:19) McDonald's Menu Change (00:14:21) Netflix's Biggest Failure (00:21:03) Netflix's Recent Price Hike CREDITS: Guest: Tamara Grominsky 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.
T4 · E17
28 feb 2025
27:10
How to Conduct Win-Loss Interviews with Sellers w/ Dan Hamilton, VP of Competitive Strategy @ Salesforce
Win-Loss analysis isn't just with buyers – while it is buyer intelligence at the end of the day, your sellers are a major part of the sales process that can't be dismissed. Interviewing your sellers paints the ENTIRE picture of the deal. And nobody knows this better than Dan Hamilton, VP of Corporate Strategy at Salesforce. They've built an incredible Win-Loss program and have been interviewing sellers for years... because they have so many sellers and they know how valuable it is. Register for Klue Quarterly: klue.com/klue-quarterly TIMESTAMPS: (00:00) Dan Hamilton is on the pod! (00:00:35) Canada vs. USA Hockey (00:03:18) The Importance of Seller Interviews in Win-Loss Programs (00:05:09) Seller Win-Loss Interviews vs. Buyer Win-Loss Interviews (00:07:53) Prioritizing Deals for Win-Loss Interviews (00:10:22) Win-Loss isn't Rigid (00:15:19) Sharing Insights With Your Company and Executive Visibility (00:20:10) Combining Seller and Buyer Win-Loss Interviews (00:22:31) Advice for Starting Win-Loss Research CREDITS: Guest: Dan Hamilton 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.
T4 · E16
21 feb 2025
25:36
When Burger King Beat McDonald's w/ Jason Oakley
We wanted to talk about competitive marketing examples, and there's nobody who can pull ANY marketing example better than Jason Oakley. Hunter isn't here, so Adam and Jason cover PostHog's 'Why Us' page and why it builds trust and brand reputation, and Adam takes us through how the King took down the arches in a crazy marketing stunt that gave you a Whopper for the lowest possible price. Sign up for Jason's newsletter: https://productivepmm.com/newsletter Register for Klue Quarterly: klue.com/klue-quarterly TIMESTAMPS: (00:00) - Jason Oakley is on the pod! (00:01:48) - PostHog's 'Why Us' page (00:18:32) - Burger King's 'Whopper Detour' (00:31:34) - Productive PMM CREDITS: Guest: Jason Oakley 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.
T4 · E15
14 feb 2025
32:05
How to Conduct Win-Loss Interviews with Buyers w/ Andre Csapo
It's time to start interviewing your buyers to get the TRUTH about your wins and losses, straight from the horse's mouth. And who better to take us through this than Klue's very own Andre Csapo. He's been running interviews for years, and he knows a thing or two about how to prep for your interview, probing for deeper insights and what to do as a beginner in Win-Loss. Register for Klue Quarterly: klue.com/klue-quarterly Contribute to the industry's largest win-loss report: https://9g7jis37w8y.typeform.com/to/j8KhjJdt? TIMESTAMPS: (00:00:00) Andre Csapo is on the pod! (00:01:37) Most memorable Win-Loss interview (00:03:05) What makes a good Win-Loss interview? (00:04:18) Bad Win-Loss interview questions (00:07:31) How to prepare for a successful Win-Loss interview (00:09:28) Andre's favourite part of Win-Loss analysis interviews (00:11:01) How to probe for more information during a Win-Loss interview (00:13:05) The best intelligence from a Win-Loss interview (00:16:52) Win-Loss is the only way to listen to hear from your buyer directly (00:17:45) Advice for someone starting out in Win-Loss CREDITS: Guest: Andre Csapo 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.
T4 · E14
7 feb 2025
20:58
DeepSeek vs. ChatGPT
The AI world blew up when DeepSeek dropped... but the story is still unfolding around us. ChatGPT showed love, but then is now threatening a lawsuit? It's giving mixed signals. We break down the whole story and talk about one of the wildest competitive shake-ups that's hit the AI industry since its inception. Sign up for the February Power Half Hour session about building deal-winning battlecards: https://community.thecompetenetwork.com/home/events/how-to-build-a-deal-winning-battlecard-1kh6rkr6io?agenda_day=6750b9bfc0ba614c2972855d&agenda_track=6750b9bfc0ba614c29728571&agenda_stage=6750b9bfc0ba614c29728562&agenda_filter_view=stage&agenda_view=list Contribute to the industry's largest win-loss report: https://9g7jis37w8y.typeform.com/to/j8KhjJdt? TIMESTAMPS: (00:00:00) The Klue Flu? (00:03:41) The rise of DeepSeek (00:04:54) DeepSeek's impact on AI competition (00:09:30) Open source vs. Closed source AI (00:12:04) Why did DeepSeek succeed? 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.
T4 · E13
31 ene 2025
17:54
How to Source Win-Loss Interviews w/ Alexis Yeh
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.
T4 · E12
25 ene 2025
19:26
Starting Your Win-Loss Program w/ Dylan D'Urso
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.
T4 · E11
17 ene 2025
30:56
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