Beating our Top Competitor and Reviving a Closed-Lost Deal

I sent cookies, made a cartoon and even shipped off company swag all for them to actually end up signing with one of our biggest competitors. But luckily the story did not stop there. This was an absolute 12 month roller coaster of a deal cycle. All that resulted with ripping out our number one largest competitor. What started off first in Q1 was running through different demos with stakeholders and building consensus and excitement across the team. Here's how it unfolded in Q1 we started running demos and building excitement across the team. Q2 came around and I was already ghosted. In Q3 I learned that the VP who had ghosted me actually went ahead and signed the contract with our biggest competitor as Q4 rolled around. Then that VP then left the company altogether. But I didn't give up there. From there I started nurturing the account and then slowly went into attack mode with the new prospects that started joining that target account. Here are the three biggest lessons I learned from what ensued in being a roller coaster of a deal. It started with me being too single threaded where I didn't have the Chief Revenue Officer or sales operations involved in the deal at all. So when my prospect went dark, my deal went dark. Number two is that closed loss is just a temporary outcome. If this is a marquee account of yours, you shouldn't give up on it. Continue nurturing it and working it as they'll continue to be new people that join that target account and a new perspective you can begin to build. 3. You need to go high and you need to go wide. You need to get that exact level stakeholder involved so that you're not wasting time throughout a deal cycle with someone that actually can ultimately make the decision in the end. I'd be curious to hear what a rollercoaster of a deal cycle might look like in your world. Let me know in the comments down below.