AI Coach: find and fix deal issues before they result in closed-lost using AI

Prospecting for Leads

The Daily Habit of Opps Building

5 min
Average Score

Matt Doyon

Chief Executive Officer @ Triple Session

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Mastering the art of reopening closed lost opportunities is a skill that can significantly impact your success. Each of these opportunities holds the potential to become a valuable source of revenue, making it essential to approach the task with careful planning and persistence. In this comprehensive guide, we will delve into the key strategies you need to adopt to successfully revive closed lost deals and turn them into revenue-generating wins.

The daily habit of opportunities building

The cornerstone of this process is cultivating excellent note-taking skills. While the advancement of artificial intelligence and various software tools can streamline this process, the human touch remains crucial. Jotting down critical information equips you with the insights needed to engage in meaningful conversations and enhance the likelihood of successfully rekindling dormant deals.

Capture comprehensive details about the challenges faced by the prospect, their pain points, key performance indicators (KPIs), spending trends, ongoing strategies, and the stakeholders who influence their purchasing decisions. Equally important is recording why the deal was initially categorized as closed lost.

A tangible example underscores the significance of effective note-taking. In a real scenario with Rock Content's enterprise team, a promising deal with a prominent university was lost due to contract terms. The university opted for an agency offering swift results without contractual obligations. Despite explaining the value of a long-term SEO approach, the deal was lost. However, recognizing the prospect's potential fit, nurturing became pivotal. 

Requalifying an opportunity

Post-closure, nurturing was initiated by sharing SEO insights and monitoring organic traffic. This sustained engagement allowed for timely reconnection when a new VP of Marketing joined the university. Through diligent re-qualification, re-education on the value proposition, and leveraging the archived notes, the deal was eventually secured. This transformation into one of the most significant customers in Rock's history underscores the power of systematic note-taking and its impact on nurturing valuable relationships.

A critical habit to cultivate is leveraging technology to set up alert systems. CRM platforms and technological aids can play a pivotal role in not missing out on the opportune moment for re-engagement. In the previously mentioned case, the system alerted the team when a new VP of Marketing was appointed. This timely notification enabled effective reconnection and relationship rekindling.

By setting up such alerts, sales representatives can proactively engage with prospects and seize optimal moments for revival. Integrating this practice into daily routines greatly enhances the likelihood of transitioning closed lost deals into resounding victories.

Approaching a prospect who previously rejected an offer entails adopting a problem-centric approach. Instead of focusing solely on pricing, delve into their problems, challenges, and opportunities. This requalification strategy assesses whether initial objections persist and identifies any changes that might prompt reconsideration.

Referencing the university case, the focus was on their SEO struggles and stagnation despite past efforts. Re-educating prospects on the value proposition and highlighting our unique attributes shifted the trajectory. Addressing pain points and showcasing expertise often turns a 'no' into a 'yes.'

Transforming these habits into a consistent routine is the ultimate key to success. Not every closed lost opportunity warrants revisiting, so prioritization is essential. Channel efforts into deals with potential, applying meticulous note-taking, alert setups, and problem-oriented requalification.

While initially challenging, practice yields progress. Cultivating a habit of consistent follow-ups and nurturing can transition a rejection into reconsideration and eventually a triumph.

Converting closed lost deals into revenue streams is a dynamic process requiring dedication and strategic finesse. If you're eager to explore this topic in depth, don't miss our insightful video session that delves further into each habit. This session provides actionable insights, real-world examples, and expert tips to guide you on this journey of reclaiming and monetizing closed lost opportunities. Whether you're a seasoned sales professional or new to the game, this session is designed to empower you with the tools you need. Watch this session to embark on the path to mastering the art of reviving closed lost deals and turning them into valuable revenue sources. Your success story awaits!

In conclusion, reopening closed lost deals demands a structured approach and unwavering persistence. By adopting the four habits outlined in this guide and watching the informative session, sales representatives can elevate their proficiency in reviving dormant opportunities. Remember, every 'no' carries the potential to evolve into a lucrative 'yes' with the right strategy and relentless effort.

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