SalesFounders - Startup Sales Strategy, Venture Capital, Entrepreneur, and Sales Development - 040: Win-Loss Analysis with Clozd Founder Spencer Dent

040: Win-Loss Analysis with Clozd Founder Spencer Dent

12/05/17 • 42 min

SalesFounders - Startup Sales Strategy, Venture Capital, Entrepreneur, and Sales Development

Knowing why you win and lose deals might be the most valuable information your company can have. Unfortunately, 60% of sales professionals are wrong about why they win and lose deals. Not surprisingly, founders make critical errors when they use such assessments in strategic decisions.

My guest this week is Clozd founder, Spencer Dent. Leveraging his experience at Bain, and Qualtrics, Spencer co-founded Clozd with the mission to help companies uncover the truth about why they win and lose. On this episode, Spencer shares some of the most common pitfalls, and why win-loss analysis should be an integral part of your growth strategy.

ON THIS EPISODE WE DISCUSS:

Win-loss analysis and the founding story of Clozd
2 reasons companies should outsource win-loss analysis
Why founders avoid win-loss analysis
60% of reps don't know why they win or lose deals
How to categorize and prioritize the issues that affect win-loss
Adapting your sales teams to position against the competition
The 3 most common deal killers that every founder should be aware of
A closer took at Clozd business model

ON THIS EPISODE WE DISCUSS:

Win-loss analysis and the founding story of Clozd
2 reasons companies should outsource win-loss analysis
Why founders avoid win-loss analysis
60% of reps don't know why they win or lose deals
How to categorize and prioritize the issues that affect win-loss
Adapting your sales teams to position against the competition
The 3 most common deal killers that every founder should be aware of
A closer took at Clozd business model

Previous Episode

039: Crafting the Perfect Sales Pitch with Pitch Queen Michelle Weinstein

Michelle Weinstein, also known as The Pitch Queen, has leveraged an exciting sales career, and an entrepreneurial rollercoaster to refine a skill that has become her secret weapon - the Pitch. Michelle has pitched her way into Costco, onto Shark Tank, and into the world of millionaires, athletes and coaches. Michelle joins SalesFounders this week to talk about the art of the Pitch and a few of her strategies to help entrepreneurs build relationships, gain rapport, and generate powerful sales traction.

ON THIS EPISODE WE DISCUSS:

Facing adversity - lessons from a failed startup
Entrepreneurship is a 24 hour sales job
Preparing your company to weather unknown costsBuilding Rapport - why trust is the secret to selling
Relationship based-selling and the “champion”
Persistence and the art of being ‘Professionally Annoying’
Strategies to connect with influencers
Ingredients of a great sales pitch

Next Episode

041: High Velocity Sales Growth with Justin Edwards

Justin Edwards is the VP of Sales Practice at Mercato partners. His focus is optimizing and accelerating sales performance within each of their portfolio companies. Leveraging his sales experience in startups and Fortune 100 organizations alike, Justin has demonstrated a unique ability to help founders identify sales inefficiencies and develop highly scalable sales teams and processes.

ON THIS EPISODE WE DISCUSS:

Modeling high velocity sales growth
Looking at people as the underlying engine for sales acceleration
Identifying the 5 traits of success in your sales environment, and building process and scale around those traits
Why Hubspot requires new sales reps to experience the customer journey before selling
Technology, money, and the dangers of a broken sales process
Mapping sales process to identify bottlenecks and deceleration.
Identify the "anatomy of a perfect customer"
Sales qualified leads and the ingredients of an efficient sales process
The misleading indicators of sales performance
Corporate strategy - Inside Sales vs. Enterprise Sales strategy.
Why HR, Marketing, and Sales are the three most common area's of weakness in growth companies