{
  "version": "1.2.0",
  "chapters": [
    {
      "title": "- Introduction to Drew\r",
      "startTime": 0,
      "endTime": 304.21
    },
    {
      "title": "- What is Win/Loss analysis and why it matters\r",
      "startTime": 304.21,
      "endTime": 461.21
    },
    {
      "title": "- Why companies obsess over lost deals (and why that’s a mistake)\r",
      "startTime": 461.21,
      "endTime": 599.21
    },
    {
      "title": "- The real value of analyzing won deals instead of just losses\r",
      "startTime": 599.21,
      "endTime": 750.21
    },
    {
      "title": "- How to identify your best customers and find more like them\r",
      "startTime": 750.21,
      "endTime": 862.21
    },
    {
      "title": "- The power of competitive intelligence in shaping positioning and sales\r",
      "startTime": 862.21,
      "endTime": 995.21
    },
    {
      "title": "- How to ethically gather insights from former competitor employees\r",
      "startTime": 995.21,
      "endTime": 1185.21
    },
    {
      "title": "- Common mistakes companies make when running Win/Loss programs\r",
      "startTime": 1185.21,
      "endTime": 1320.21
    },
    {
      "title": "- How to structure a Win/Loss interview for maximum insights\r",
      "startTime": 1320.21,
      "endTime": 1532.88
    },
    {
      "title": "- The key questions to ask during Win/Loss interviews\r",
      "startTime": 1532.88,
      "endTime": 1730.88
    },
    {
      "title": "- Why sales and marketing alignment is critical for Win/Loss success\r",
      "startTime": 1730.88,
      "endTime": 1935.88
    },
    {
      "title": "- How Win/Loss analysis can influence product roadmap decisions\r",
      "startTime": 1935.88,
      "endTime": 2100.88
    },
    {
      "title": "- The best way to present Win/Loss findings to executives\r",
      "startTime": 2100.88,
      "endTime": 2250.88
    },
    {
      "title": "- How to turn insights into action and drive real business impact\r",
      "startTime": 2250.88,
      "endTime": 2435.88
    },
    {
      "title": "- A step-by-step guide to launching a Win/Loss program\r",
      "startTime": 2435.88,
      "endTime": 2622.88
    },
    {
      "title": "- Final takeaways and advice for product marketers",
      "startTime": 2622.88,
      "endTime": 2834.1
    }
  ]
}