GTM-FM GTM Alliance

In this episode we cover:
How can companies benefit from combining win-loss analysis with competitive intelligence?What does implementing these combined functions look like in practice?What’s the impact of leveraging competitive intelligence from buyers vs other sources?What does the future look like for competitive intelligence?Best practices for combining competitive intelligence and win-loss.

In this episode, we’re covering:
How do we define customer indecision? Which indicators of customer indecision should you look out for?What is the JOLT Effect framework?How can we use customer indecision to improve Go-to-Market?Matt’s advice for getting started with customer indecision.

Episode highlights:
Why should you be using a win-loss program?How to make a start with win-loss analysis.How to develop relationships with your stakeholders.Who’s responsible for win-loss analysis in a Go-to-Market strategy?Why you can’t just rely on data from sales reps.

Highlights include:
Common biases to look out for in Go-to-Market.The most likely sources of bias.Why does bias manifest in Go-to-Market teams?What steps can you take to eliminate bias?

Stay tuned for:
The distinction between buyer voice and customer voice.The importance of the buyer journey.Go-to methods for collecting buyer intelligence.How to communicate buyer intelligence to your Go-to-Market teams.When to carry out your buyer research for effective GTM.