Sales Logic - Selling Strategies That Work How to Increase Your Win/Loss Ratio
Aug 4, 2026
Fast tactics to diagnose falling win rates and when it is market vs measurement. How to identify and engage the full buying committee early. A practical audit approach to protect time and qualify prospects sooner. Techniques to surface real urgency and turn win-loss data into actionable intelligence. Top prep moves before a sales call, including smart research and clear call objectives.
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Customers Often Do The Selling Before You Start
- Prospects are often halfway through the sale before you contact them because they researched you online.
- Meridith warns sellers must prepare the market and own part of the education rather than waiting on marketing.
Feed Marketing The Problems You Hear
- Work with marketing by feeding them the real problems you hear from prospects.
- Mark advises giving marketing specific topics (articles, videos) based on customer pain to prepare the marketplace.
Socially Surround The Buying Committee
- Socially surround the entire buying committee and give each stakeholder value early.
- Meridith recommends identifying other decision participants and supplying tools to help your contact sell internally.
