My son recently joined a little league baseball team. This weekend brought the life lesson I had been waiting for ever since he moved up to the level where they keep score – they got beat. They didn’t just get beat. The mercy rule had...

In my previous blog, I laid out the business value of conducting Win/Loss Reviews. Today, let’s explore some ideas for structuring your Win/Loss Reviews.First, though, let’s be real: Win Reviews are easy. The seller and sales manager ask their new-found friends, the buyers, for feedback...

Nothing hits as hard as losing a committed, quarter-end deal. Whether the deal slid out to the next quarter, a competitor “bought” the business, or there truly was a sales execution issue, it hurts the same. We’ve all been there, because these kind of losses...

“Victory has a 1000 fathers, defeat is an orphan,” is a quote popularized by John F. Kennedy. It has applicability to sales as well, where salespeople, managers and others are quick to claim/celebrate responsibility for winning deals, while shunning proposals that are lost, or worse,...