The "Post-Mortem" is a Waste of Time

The "Post-Mortem" is a Waste of Time

Excerpt: "My client had spent 18 months chasing a $400 million deal. They were confident that they were going to win. When the bad news hit, all hell broke loose. “Did you hear we lost the deal?” was repeated over and over for the next 48 hours. And that’s when I heard it the first time, “We need to do a post-mortem.” That was the first of many "post-mortems" that I have participated in for multiple clients and employers in various industries. In general, they are a waste of time because they are plagued by several key shortcomings . . . Stop wasting time on post-mortems and get a pulse on your competitive positioning by formalizing and operationalizing an ongoing win-loss initiative."

Going global? Here's 8 lessons from expanding a B2B sales team internationally.

Going global? Here's 8 lessons from expanding a B2B sales team internationally.

Excerpt: "Over the last few years I've spent a lot of time on airplanes flying across the Atlantic and Pacific oceans. A big part of my job was to help the Head of Global Sales scale his operations internationally. It was awesome! I learned a lot by working with colleagues from around the world about what it means to be a global company. I thought I might share 8 things I learned about scaling a global sales organization."

A Surefire Way to Increase Sales Win Rates

A Surefire Way to Increase Sales Win Rates

Excerpt: "But, from experience, there's one thing every B2B sales team can do to improve results and increase win rates. I’d bet on it. In fact, I have bet on it. I left a phenomenal job at a historic company so that I could help sales teams implement this critical strategy . . . Find out, from decision-makers, why you won or lost their business."

Decreasing Sales Ramp Times

Decreasing Sales Ramp Times

At Clozd, we’ve noticed that there is one particular thing that carries some extra weight in determining how fast a sales hire ramps: Understanding the reasons why buyers make their buying decision (the criteria they use) and how your company competes on each of those factors. In short, we call it understanding why you win and lose.

Win-Loss Analysis: Why?

Win-Loss Analysis: Why?

Don't rely on your sales team for unbiased feedback about your buyers - they will be wrong more than half the time. For critical feedback about how buyers perceive your business and your offering, go straight to the source. Conduct win loss interviews with the actual buyers at your won and lost accounts.