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

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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Chapters

• 1:16 How did you get the no. 1 bestseller and LinkedIn top voice?
• 4:20 The note about Cian's son
• 7:09 Mistakes companies make when losing deals
• 10:37 The true cost of not having a win-loss analysis in organisations
• 12:15 Real-world example of the loss of morale
• 14:30 3 metrics we influence in a material way
• 16:10 Most used assessment criteria in win reviews
• 21:34 How to create a safe environment for people to analyse wins and losses
• 25:47 Why do you need a platform for reviewing wins and losses??