Communication Nation has intrigued me today. It’s written by XPLANE CEO Dave Gray. I’m sure I’ll report more later on this blog. Lots of good reading here.
“Tony is in charge of ‘closed lost’ analysis at a company that sells complex solutions in a crowded market. In a recent interview, Tony told me that he converts about 50 percent of the ‘closed lost’ deals he investigates to ‘closed won’ using the following approach.”
Dave gives a list of pointers for sales people and those involved in sales in moving from a closed sale/business to a new open sale and relationship.
