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The 60% Close Rate Boost: How to Review Lost Deals
What if I told you your lost deals could be the key to closing your next big win?
Sounds counterintuitive, right? But every "no" holds valuable insight—if you know how to uncover it.
In this episode, I’m diving into a topic that every salesperson faces but not enough talk about—lost deals.
We all lose deals. It’s part of sales. But what separates top performers from the rest is how they learn from every "no" and use it to strengthen future opportunities.
Most sales teams focus on celebrating the wins (as they should!), but what about when a deal falls through? Too often, lost leads get dumped into the CRM and forgotten. That’s a huge mistake. Every lost deal holds valuable insights—what worked, what didn’t, and what you could do differently next time.
What We’ll Cover:
The Real Reason Deals Fall Through: It’s rarely about price or competition. It’s almost always about qualification at the start of the process.
How to Run a Lost Deal Review: I’ll share my step-by-step process for reviewing lost deals as a team and why it boosts close rates by up to 60%.
Asking the Right Questions: From “Who did you go with?” to “What could we have done differently?”, I’ll walk you through how to gather honest, actionable feedback.
Why Lost Doesn’t Mean Gone: Just because they didn’t buy today doesn’t mean they won’t buy in 6 or 12 months. I’ll explain how to nurture lost leads without being pushy.
Proposals Are Earned, Not Given: My golden rule? If you don’t believe you’re going to win the deal, don’t send a proposal. It’s about being selective and strategic with your time.
Key Takeaway:
👉 A lost deal isn’t the end—it’s the start of smarter selling. The more you understand why you lost, the better you’ll get at closing future deals and building a stronger pipeline.
Question for You:
How often do you review lost deals? Is it a regular part of your sales process or something you’ve overlooked? I’d love to hear how you’re approaching it—drop me a message on LinkedIn!
View all episodes
By Harriet MellorWhat if I told you your lost deals could be the key to closing your next big win?
Sounds counterintuitive, right? But every "no" holds valuable insight—if you know how to uncover it.
In this episode, I’m diving into a topic that every salesperson faces but not enough talk about—lost deals.
We all lose deals. It’s part of sales. But what separates top performers from the rest is how they learn from every "no" and use it to strengthen future opportunities.
Most sales teams focus on celebrating the wins (as they should!), but what about when a deal falls through? Too often, lost leads get dumped into the CRM and forgotten. That’s a huge mistake. Every lost deal holds valuable insights—what worked, what didn’t, and what you could do differently next time.
What We’ll Cover:
The Real Reason Deals Fall Through: It’s rarely about price or competition. It’s almost always about qualification at the start of the process.
How to Run a Lost Deal Review: I’ll share my step-by-step process for reviewing lost deals as a team and why it boosts close rates by up to 60%.
Asking the Right Questions: From “Who did you go with?” to “What could we have done differently?”, I’ll walk you through how to gather honest, actionable feedback.
Why Lost Doesn’t Mean Gone: Just because they didn’t buy today doesn’t mean they won’t buy in 6 or 12 months. I’ll explain how to nurture lost leads without being pushy.
Proposals Are Earned, Not Given: My golden rule? If you don’t believe you’re going to win the deal, don’t send a proposal. It’s about being selective and strategic with your time.
Key Takeaway:
👉 A lost deal isn’t the end—it’s the start of smarter selling. The more you understand why you lost, the better you’ll get at closing future deals and building a stronger pipeline.
Question for You:
How often do you review lost deals? Is it a regular part of your sales process or something you’ve overlooked? I’d love to hear how you’re approaching it—drop me a message on LinkedIn!