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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Not everyone can achieve club twice and the highest performing region globally, especially at the time when the world is overturned by COVID. This is why I just had to pick the brain of Andy Mellor. 

Andy is a seasoned leader and double-digit club achiever through his career across, Peoplesoft, Oracle, Netsuite, Kofax, and Sumo Logic. Recently he turned around the Kofax ANZ business and achieved Club twice (during COVID) and achieved the Highest Performing region globally in 2021.

Andrew, originally from the UK, studied electronic engineering and initially worked as a systems engineer for 12-18 months before transitioning into sales and selling manufacturing MRP systems. Since the early nineties, he has been involved in selling enterprise applications and leading teams in the sales and building companies industry.

In this episode, he shared some wonderful insights into using technical expertise to succeed in sales.

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Did you know that one minute more is all you need to make lasting first impressions on people? Find out why in this episode! 

I talked to Terrie Anderson, the author of “Legendary Selling”, “30 Days of Inspiration”, “The Little Red Success Book” and “One Minute More: The Human Connection”. Terrie is also a business leader and has worked with RSA Security, Symantec, Venafi and Microsoft working across Europe and the ANZ region.

Terrie Anderson was motivated to write books due to her natural ability to coach and mentor others. Her first book, The Little Red Success Book, documented her coaching techniques.

In this episode, she shared some awe-inspiring insights about building lasting relationships with others.

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Derek Feebrey is the CEO and co-founder of Trendspek along with Fiona Church and Mitch Deam. This rapidly growing company provides Precision Reality Twin technology that helps Property and Infrastructure companies manage their high-value assets. 

Last November, Trendspek raised $6.3m in its Series A round, which was led by Taronga Ventures.

Derek has shared some wonderful insights; but among them, my favourite is how culture and values are inherently transformational. Not only they do fulfil people and glue teams together, but they also directly affect conflicts and client satisfaction. 

If you’re a new leader at a startup, you can help turn it into a scaleup by integrating your culture and values into your processes and workflows.

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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You don't have to reinvent the wheel when it comes to growing startups. You just need to do the basics very well. 

More importantly, have the heart to help your customer solve their biggest problems and teach your teams to do the same—and run fast. 

Do this and your startup’s growth will be guaranteed.

I was delighted to have a chat with Simon Horrocks, a serial startup and scale-up leader who has worked with Harness, AppDynamics, and ScienceLogic, building revenue and teams from the ground up to $50M in ARR.

From hiring top performers to creating a sales process, Simon shared great actionable insights for tech leaders and founders. 

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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A leader can make a big difference. They can empower team members, raise the bar, and promote inclusivity in the workplace.

That’s what I learned from Andrea Breen, a well-respected leader in the software industry. She is best known for building successful teams and coaching people to achieve their potential. 

Andrea has had a terrific career across companies like Oracle, Pitney Bowes and is currently the VP of Sales and Customer Service at Objective Corporation.. Aside from her coaching frameworks, she also shared her interesting mentoring stories and wonderful advocacy for diversity and inclusion.

Just like Andrea, you can help empower your team by building a culture of coaching, mentoring, and inclusion in your organisation.

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Developing a three-lens view (S.I., Client and Vendor) is invaluable in becoming a trusted advisor to clients in the cybersecurity industry. It’s a journey anyone can choose to embark on while making careful choices about their next career move.

There are more of those lessons in my conversation with Dave Reeves. He is a rare Cybersecurity Executive who has worked in the Army, and then founded and exited two successful businesses. He then worked on the client side consulting to major Banks and Mining companies and grew US vendors like Leidos, Forescout, Tenable, and now Delinea.

My talk with Dave Reeves was rich with his personal experiences and it came with actionable lessons about building a career in cybersecurity.

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“If you don’t feel bad about losing in sales, then you’re in the wrong game.”

That first sentence sums up my conversation with Chris Wood, the APJ leader at Quest Software, and his stellar track record of growing software companies.

Chris Wood is a technology leader who has played pivotal roles in the growing software companies. At Sourcefire, he was the first in the country and built the team and revenues to eight figures, at Imperva he turned the APAC region from the worst-performing to the best-performing region and now leads the Quest Software APJ business with 150 people in the GTM org alone.  

In his first year, he achieved targets for the region after 9 years of missing targets and has turned it into their fastest-growing region.

If you’re a Sales Leader or an Individual Contributor (IC) who is new to MEDDPICC, you’ll find these lessons very insightful.

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Some dive into new things, clueless about what lies ahead. And then there are those who can see success from miles away—people who are playing to win. One of them is Lesley French.

Lesley is Insight’s Director of Professional Services. Knowing she has 30 years of Sales and Leadership experience in Australia and New Zealand, I was more than ecstatic to sit down and revel in her wisdom.

Whether you’re a new or senior Sales Leader, you just can’t possibly miss out on these highlights from our talk.

Here are some of the strategies that brought her success—from the moment she entered Insight until she helped them become Microsoft’s Australia Partner of the Year.

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Scaleups are sexy but also very high pressure that can lead to burnout and missing targets. That's one of the insightful things Jeremy shared in our conversation. 

Jeremy Auerbach is a top-performing Scale-Up Revenue Driver and Sales Leader. He has helped scale industry giants like Salesforce, Mulesoft, and UIPath, where he achieved Podium Top Performers Club Twice. Currently, he’s an ANZ Sales & Service Leader at Korn Ferry.

Here’s how to survive and succeed with Multi-Club achiever, Jeremy Auerbach.

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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