The High Performance Sales Leader

E17: How to Win More Deals by Turning Losses into Lessons with Cian McLoughlin | CEO Trinity Perspectives

Cian McLoughlin Season 1 Episode 17

Want to win more deals and lose less? Then, master the practice of win-loss analysis!

I was fortunate to talk with Cian McLoughlin, an expert in reviewing deal wins and losses. Cian is also the author of the Amazon #1 Bestseller, Rebirth of the Salesman.

His blog was voted one of the Top 50 Sales Blogs in the world for the past 4 years and he was recently chosen as a LinkedIn Top Sales Voice.

Here are 8 actionable insights to win more deals:

  1. Creating a culture of open communication 🗣️
  2. Set expectations with customers and create a system for collecting their feedback 📈
  3. Losing deals affects team morale and staff retention 💔
  4. Customer feedback is the key to survival and success in a competitive market 🔑
  5. Take more time in discovery to get higher win rates 🕵️‍♂️
  6. In reviewing your deal wins, measure your responsiveness, discovery, patience, cultural fit, and risk management 📊
  7. Build an environment where people can feel comfortable discussing success and failure 💬
  8. Invest in a platform for reviewing your wins and losses 💻

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