In this episode, John Kaplan joins Rachel to talk about bouncing back from losses as a seller. For reps, he sheds light on the key factors to reflect upon after losing, the importance of maintaining transparency with management in order to get appropriate feedback, the decisive benefits of early qualification, and applying the lessons learned from a loss to succeed in similar accounts. John also addresses managers, highlighting the need to foster an environment that promotes continuous learning and empowers sellers to take risks.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Win/Loss Review | Ascender Course
Key Questions for Managers to Ask in Deal Reviews | Ascender Article
Ascender’s Best Content on Decision Criteria | Ascender Article
Close the Excuse Department | Ascender Video
Take Ownership of Your Success | Ascender Video
Asking for Help | Ascender Video
Prepping for Your Deal Reviews | Podcast
Attaching to the Biggest Business Problem | Podcast

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What to Do When You Lose