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Blindspots: The Ultimate Guide to Building a Better Win-Loss Program
For years, your company has struggled to understand why it's winning or losing deals. What little data you have is unreliable at best and misleading at worst. So when leadership decides to launch a formal win-loss program, you leap at the opportunity to spearhead the effort.
There's just one what does a successful win-loss program even look like?
In Blindspots, Ryan Sorley shares how to build a sustainable win-loss program that will generate actionable insights and give your company a much-needed competitive advantage. This comprehensive guide lays out all the essentials—including how to gain leadership buy-in, develop your program tool set, conduct meaningful interviews, and generate value-packed deliverables that will drive positive change across your organization. Packed full of models, templates, and stories, Blindspots is the guide you've been searching for to transform your win-loss program, generate invaluable insights, and—most importantly—close more deals.
There's just one what does a successful win-loss program even look like?
In Blindspots, Ryan Sorley shares how to build a sustainable win-loss program that will generate actionable insights and give your company a much-needed competitive advantage. This comprehensive guide lays out all the essentials—including how to gain leadership buy-in, develop your program tool set, conduct meaningful interviews, and generate value-packed deliverables that will drive positive change across your organization. Packed full of models, templates, and stories, Blindspots is the guide you've been searching for to transform your win-loss program, generate invaluable insights, and—most importantly—close more deals.
250 pages, Paperback
Published March 26, 2025
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Displaying 1 - 2 of 2 reviews
April 23, 2025
I recently finished reading "Blindspots: The Ultimate Guide to Building a Better Win-Loss Program" by Ryan Sorley, and it’s an essential resource for anyone passionate about deeply understanding customer decisions and competitive landscapes.
As a Product Manager, effectively analyzing competition is crucial, and Win-Loss analysis provides powerful intel directly from customers. Whether you're initiating a new Win-Loss program, running an established one, or even outsourcing, this book provides actionable guidance to scale and optimize your efforts.
Key highlights that particularly resonated with me:
1) Securing Leadership Buy-In: Ensuring alignment with senior leadership is foundational. Ryan advocates for initial in-depth discussions to uncover leadership's specific knowledge gaps, making sure the program delivers valuable strategic insights.
2) Defining Clear Learning Objectives: Clearly defined goals based on leadership's priorities help focus the program. Designing your Win-Loss activities around these objectives ensures the insights gathered directly impact strategic decisions.
3) Maintaining Program Agility: Ryan emphasizes the importance of regularly adjusting your Win-Loss program to stay aligned with evolving business needs. Insights gained initially should inform the continuous refinement of objectives and strategies.
4) Creating Actionable Insights: Gathering data isn't enough—Ryan stresses the importance of forming internal committees responsible for reviewing insights, prioritizing actionable recommendations, assigning clear responsibilities, and defining measurable success criteria.
If you're serious about customer insight and competitive advantage, I highly recommend adding this book to your professional toolkit!
As a Product Manager, effectively analyzing competition is crucial, and Win-Loss analysis provides powerful intel directly from customers. Whether you're initiating a new Win-Loss program, running an established one, or even outsourcing, this book provides actionable guidance to scale and optimize your efforts.
Key highlights that particularly resonated with me:
1) Securing Leadership Buy-In: Ensuring alignment with senior leadership is foundational. Ryan advocates for initial in-depth discussions to uncover leadership's specific knowledge gaps, making sure the program delivers valuable strategic insights.
2) Defining Clear Learning Objectives: Clearly defined goals based on leadership's priorities help focus the program. Designing your Win-Loss activities around these objectives ensures the insights gathered directly impact strategic decisions.
3) Maintaining Program Agility: Ryan emphasizes the importance of regularly adjusting your Win-Loss program to stay aligned with evolving business needs. Insights gained initially should inform the continuous refinement of objectives and strategies.
4) Creating Actionable Insights: Gathering data isn't enough—Ryan stresses the importance of forming internal committees responsible for reviewing insights, prioritizing actionable recommendations, assigning clear responsibilities, and defining measurable success criteria.
If you're serious about customer insight and competitive advantage, I highly recommend adding this book to your professional toolkit!
April 9, 2025
This book is an incredibly valuable and practical resource for product marketers like me and anyone looking to stand up a win-loss program in their organisation. Prior to reading this book, the thought of setting up a program like this truly terrified me. I now feel excited and equipped to launch our internal program with confidence and success. Thank you, Ryan!
Displaying 1 - 2 of 2 reviews