AuditBoard’s Journey: Using Win-Loss to Fix ROI & Value Messaging скачать в хорошем качестве

AuditBoard’s Journey: Using Win-Loss to Fix ROI & Value Messaging

Matt Nelson, VP of Product Marketing at AuditBoard, tells the story of how win-loss data helped a $3B company pivot from feature-selling to value-selling. Matt explains how they identified a critical gap in their "Value/ROI" driver and used a maniacal focus to revamp their sales enablement, resulting in a measurable increase in their win rate. Key Takeaways: -- Identifying the Gap: How data revealed they were losing on "ROI/Value" despite a great product. -- The Pivot: Shifting from product-centric selling to solution/business-value selling. -- Viral Adoption: How Slack integrations caused win-loss insights to spread organically without top-down force. -- CRM Validation: Using CRM data to validate qualitative interview findings for a "forest and trees" view. -- A powerful case study on using win-loss data to diagnose a specific revenue problem and executing a company-wide fix. Clozd is the leader in buyer feedback and win-loss analysis, enabling organizations to convert customer insights into measurable revenue impact—reducing churn, improving customer satisfaction, strengthening sales execution, and accelerating product adoption. Learn how to turn customer feedback into actionable insights today 👉 Learn more about Clozd: https://clozd.com/"