What tips do you have for successful “win interviews” and who is typically involved?
Conducting interviews with new clients following the successful sale - goal is to collect insight on our sales process, the client’s perspective of our product over competitors, what content was influential, etc.
7 Answers
Teikametrics Vice President Marketing • 7y
I prefer to have a two-person team to do interviews - one person to conduct the interview, the other to take in-depth notes and identify follow up questions. This can be ...
676 Views
Telescope Partners Head of Marketing | Formerly Nexmo, Dialpad, Aspire, Brandfolder • 8y
One other point to add on to Derek's excellent advice. When setting them up for a case study down the line, I'd also encourage the customer to start thinking about/tracki...
609 Views
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DoubleCheck Research Founder • 7y
Consider creating a pre-interview online survey and sharing with the interviewee prior to the interview. Done well, this will help you collect a ton of structured data ov...
644 Views
Commvault Director of Product Marketing | Formerly OneTrust, Harness, Expanse, RiskIQ • 8y
I do win interviews alone, but often have a warm up call with them and our sales rep for introductions. I've found this helps ease some anxiety from the sales side (some...
621 Views
unitQ VP Marketing • 8y
I typically do them by myself without the sales person or product mgmt. I find the customer is more open about product and sales process that way pm and sales contribute ...
958 Views
BrainKraft Founder • 8y
Be inquisitive, dig for the 'story'. Use open-ended questions. I agree with Derek. No salespeople. Keep them far away or you will get mixed results. Salespeople can be ...
481 Views
Ouster Vice President Marketing • 8y
You're trying to figure out why they bought your product, what materials and conversations were most useful in their process, and setting them up for a case study down th...
1227 Views
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