High-performing sales organizations don’t just know why deals are won and lost. These teams have a systematic way to leverage those insights to impact and improve future sales opportunities. In this episode, Force Management Facilitator and Senior Partner Tim Caito shares how to pull insight on lost deals into future sales activities to create more wins and less late-stage losses. He covers the common mistakes sales organizations make when compiling and sharing win loss data and a three-step approach you can use to better take advantage of those insights.
Key Questions to ask on every deal:
What are the business issues driving a compelling event related to this target opportunity?
Who do these business issues impact the most?
How will the customer make a decision?
How does our solution align with the decision criteria?
Who are we competing against?
What are our strengths? Where are our gaps?
What is our strategy moving forward?
What are our most critical next steps?
Here are some additional resources on win-loss reviews
Why Your Sales Organization is Losing and What to Do About It
Enable Managers to Make an Impact on Future Deals Using Win/Loss Insights
Questions for Managers to Ask on Every Opportunity Review
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website .
Key Questions to ask on every deal:
What are the business issues driving a compelling event related to this target opportunity?
Who do these business issues impact the most?
How will the customer make a decision?
How does our solution align with the decision criteria?
Who are we competing against?
What are our strengths? Where are our gaps?
What is our strategy moving forward?
What are our most critical next steps?
Here are some additional resources on win-loss reviews
Why Your Sales Organization is Losing and What to Do About It
Enable Managers to Make an Impact on Future Deals Using Win/Loss Insights
Questions for Managers to Ask on Every Opportunity Review
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website .