Ryan Sorley

Creating an ongoing w/l analysis program can be exciting. There are many things to consider when building a program. I have outlined three below to get you started.  1. Gain stakeholder buy-in (leaders in marketing, sales, product, competitive)—Reach out to each leader to ask them what they wo...more

Full disclosure, I work for DoubleCheck Research http://www.doublecheckresearch.com a full service win/loss firm in Boston just focused on B2B tech. When looking for a win/loss firm, you may want to take into consideration a few things: * Focus—Is the firm truly focused and specialized in win/l...more

Real time competitive insight direct from buyers. Easy way to collect this information is via a win/loss interviews. Simply ask questions regarding who else they considered and why. Dig into areas such as brand, product, sales experience, pricing, culture. Sales teams always perk up when the data...more

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 over time so that you can conduct trends analysis. Their response to the survey will help you quickly identify where to probe dur...more