The deal you lost to nobody

Most stalled deals were never lost to a rival, and the price concession you make in response is aimed at a competitor that was never in the room.

By Steve 5 min read
Abstract bridge artwork for The deal you lost to nobody

Ask a sales team why a deal was lost and you will usually get one of two answers: a competitor’s name, or a number. Ask the buyer six months later and a third answer often emerges, nothing happened. No supplier was chosen. The budget was not reallocated. The project simply never reached the top of anyone’s list, and the person who championed it moved on to the thing that was on fire that week. These two outcomes look almost identical in a pipeline report. A deal that closes elsewhere and…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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