• Sales Postmortem - Sales Influence Podcast - SIP 531

  • Jan 14 2025
  • Length: 10 mins
  • Podcast

Sales Postmortem - Sales Influence Podcast - SIP 531

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  • Summary

  • Post-Mortem Analysis

    🔍 Conducting a post-mortem analysis after losing a deal is crucial for understanding the root cause of the loss and taking full responsibility, even if it's painful.

    📊 Gathering insights from the customer through post-mortem questions helps improve future sales strategies and builds a foundation for continuous improvement.

    Addressing Incumbent Competitors

    🔄 Incorporating a switching strategy into sales presentations is essential when facing an incumbent competitor to address the customer's psychological fear of change.

    Customer Decision-Making

    😌 Customers often choose incumbent competitors due to their comfort level with existing relationships, even when new products exceed expectations in multiple areas.

    Sales Confidence and Improvement

    💪 Overconfidence in winning deals can lead to painful explanations to managers, but post-mortem analyses help rebuild confidence and proactively address customer concerns in future presentations.
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