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Finding opportunities in lost business?

What opportunities almost closed in the past 1 – 2 years?  Excited to try again?  Business you lost can be a good source of potential opportunities.  Listen and learn before you proceed...

Figure out what has changed

How has your company and/or solution changed or improved?  What has changed at the client?

  • People

  • Goals

  • Challenges

  • ?

What is the current decision process?

Why did they select another solution the last time?  How did the decision process work?  Now, compared to your last pursuit, try to learn...

  • Steps in the current decision process

  • Who is involved in the decision

  • What is driving their interest now

Relationships with client contacts?

Key considerations...

  • Have you worked hard since the last pursuit of this business to build working relationships with key client contacts?  

  • What is the client’s view of the value you can provide?  How might it have improved?

  • Are you coming back in “cold” since the last attempt?

Go? / No Go?

Sometimes, what you should do is not immediately clear. If enough has changed, but you feel you are lacking key information, consider proceeding and re-evaluating once you are better informed.  These ideas and others you have in mind will help you make an informed decision!  


Marc Kitz, Sales Coach 



Checkout my Sales Coaching blog -

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