How To Sell Tech Power (Half) Hour - Conducting a Loss Preview

Losing a deal sucks. If its a big opportunity your manager will likely ask you to arrange a loss review meeting to understand:

• Why did we lose?
• Who didn't we know?
• What didn't we know?
• What would we do differently?

But by then it is too late - the ship has sailed and the learning is only partially relevant to future opportunities that have different priorities and characters.

Instead, carry out a Loss Preview during your sales cycle. Be paranoid and think forward:

• Why might we lose?
• Who don't we know?
• What don't we know?
• What should we do differently?

Then you have an opportunity to turn things around before you get the call to say you haven't been selected.

In this Power (Half) Hour you will conduct a Loss Preview for one of your key opportunities.

The Power Hour series is not a normal online course that you have playing in the background. You will be doing some work and you'll get an outcome!

This shortened half hour session flows like this:

• 2.5 minutes: Introduction
• 5 minutes: Topic background
• 2.5 minutes: Task introduction
• 15 minutes: Working Session
• 5 minutes: Wrap Up

What you will need:

• 30 minutes with no distractions (early morning, evenings, weekends)
• Ideally a second screen but not essential

This is exactly the framework that I use in my own career developed over 20 years of selling tech and cloud products and services to companies from SMB to Enterprise, direct and via channel partners.

Note: This is a pre-recorded power hour session that I'll be guiding you through - so you can complete it when you want and as many times as you want.

My promise to you:

After these 30 minutes you will have conducted a loss preview for one of your opportunities and planned a strategy to address the issues you find.

Why a power hour?

As a salesperson I like my own learning to have three things:

• I want to learn from other salespeople - people that are dealing with the same challenges, making the same calls, building the same plans.
• I want to learn in quick bite sized chunks - no four day negotiating workshops
• I want to use real examples from my own pipeline - no theory

If you like to learn in the same way then you will love the Power Hour series.

100% refund guarantee: If after 30 minutes you have followed the working sessions and not conducted a loss preview for one of your opportunities then I'll provide you a 100% refund - no questions asked.

If you like this Power Hour Format - why not explore the full SDR/AE coaching programme with over 30 hours of virtual mentoring available.