Episode 19: How To Do Loss Reviews with Cian Mcloughlin
Feb 06, 2023
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In episode 19 of the Rev Up Sales podcast, we are going to talk about an often-ignored but extremely enlightening stage of the sales process that happens or should happen if a sale has been lost.
We are talking about reviewing and analysing why a sale didn’t come to fruition.
To dive deeper into this topic, we have the pleasure of having Cian McLoughlin on the show with us.
Cian is a regular sales and marketing commentator in the mainstream media. His sales blog has been selected as one of the Top 50 Sales Blogs in the world for the seventh year running by Top Sales World magazine.
He is also the author of the Amazon bestseller Rebirth of a Salesman (voted one of the Top 50 Sales Books in the world for the past 5 years).
His expertise spans all aspects of the sales lifecycle from strategic sales execution, sales training, enablement, channel and alliances management, to Win Loss programs, which is what we will be focusing on today.
Reviewing why you lost a sale is essential if you don’t want it to keep happening, but evaluating wins is also important to get to discriminate what worked from what didn’t.
Is this something your business does? Have you implemented any Win Loss programs yet? If so, how do they work?
In this episode, Cian is going to talk us through every step, and every bit of information that you are going to need to start evaluating what is actually happening when a sale is either won or lost.
So, if you want to be able to do better evaluations of your successes and failures you should listen to this episode because Cian is a master of this craft.
Once you implement this in your business you will have a clearer understanding of the weaknesses and strengths you and your team have so that you know where you should put your efforts and dramatically reduce losses.
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