Lost deal feedback
Waiting for Lost Deal Feedback
You lost the deal.
Fine. It happens.
The customer said they’d share feedback. Maybe they promised a debrief. Maybe they said they’d explain why the incumbent won.
So you wait.
And wait.
And occasionally send the carefully worded:
“Just following up on my previous email…”
Meanwhile, the AE is left staring at the CRM, wondering whether the lost deal actually had a reason or whether “we went another direction” is the final answer.
For enterprise sales reps, losing a competitive evaluation is frustrating enough. Not knowing why makes it worse. Was it price? Product? Procurement? The incumbent relationship? Internal politics? Did the buying committee ever actually agree?
Or did everyone simply disappear?
This is painfully funny for reps who have spent far too much time refreshing their inbox after a lost deal.
Because sometimes the hardest part of losing a deal isn't losing.
It’s waiting for the explanation.
