{"id":332,"date":"2005-08-28T17:04:04","date_gmt":"2005-08-28T23:04:04","guid":{"rendered":"http:\/\/www.casadeblundell.com\/jonathan\/?p=332"},"modified":"2005-08-28T17:04:04","modified_gmt":"2005-08-28T23:04:04","slug":"how-to-win-a-deal-after-its-already-been-lost","status":"publish","type":"post","link":"http:\/\/casadeblundell.com\/jonathan\/how-to-win-a-deal-after-its-already-been-lost\/","title":{"rendered":"How to win a deal after it&#8217;s already been lost"},"content":{"rendered":"<p><a href=\"http:\/\/communicationnation.blogspot.com\/2005\/08\/how-to-win-deal-after-its-already-been.html\">Communication Nation<\/a> has intrigued me today. It&#8217;s written by XPLANE CEO Dave Gray. I&#8217;m sure I&#8217;ll report more later on this blog. Lots of good reading here.<\/p>\n<blockquote><p>&#8220;Tony is in charge of &#8216;closed lost&#8217; 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 &#8216;closed lost&#8217; deals he investigates to &#8216;closed won&#8217; using the following approach.&#8221;<\/p>\n<blockquote><p>\nDave 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.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Communication Nation has intrigued me today. It&#8217;s written by XPLANE CEO Dave Gray. I&#8217;m sure I&#8217;ll report more later on this blog. Lots of good reading here. &#8220;Tony is in charge of &#8216;closed lost&#8217; analysis at a company that sells complex solutions in a crowded market. In a recent interview, Tony told me that he &hellip; <a href=\"http:\/\/casadeblundell.com\/jonathan\/how-to-win-a-deal-after-its-already-been-lost\/\" class=\"more-link\">Continue reading <span class=\"screen-reader-text\">How to win a deal after it&#8217;s already been lost<\/span><\/a><\/p>\n","protected":false},"author":84,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[1],"tags":[],"class_list":["post-332","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_shortlink":"https:\/\/wp.me\/pEnSo-5m","jetpack_sharing_enabled":true,"jetpack_likes_enabled":true,"_links":{"self":[{"href":"http:\/\/casadeblundell.com\/jonathan\/wp-json\/wp\/v2\/posts\/332","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/casadeblundell.com\/jonathan\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/casadeblundell.com\/jonathan\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/casadeblundell.com\/jonathan\/wp-json\/wp\/v2\/users\/84"}],"replies":[{"embeddable":true,"href":"http:\/\/casadeblundell.com\/jonathan\/wp-json\/wp\/v2\/comments?post=332"}],"version-history":[{"count":0,"href":"http:\/\/casadeblundell.com\/jonathan\/wp-json\/wp\/v2\/posts\/332\/revisions"}],"wp:attachment":[{"href":"http:\/\/casadeblundell.com\/jonathan\/wp-json\/wp\/v2\/media?parent=332"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/casadeblundell.com\/jonathan\/wp-json\/wp\/v2\/categories?post=332"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/casadeblundell.com\/jonathan\/wp-json\/wp\/v2\/tags?post=332"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}