All sellers occasionally go through rough periods. Maybe you’ve had some bad breaks or customer shake-ups. John Kaplan explains why you might be losing and offers suggestions for how to move forward after low periods, including attaching to the prospect’s biggest business issues, influencing decision criteria with your differentiation, and having reliable Champions and Coaches to support your opportunities.
Here are some additional resources
Enable Managers to Make an Impact on Future Deals Using Win/Loss Insights 
Sales Best Practices: Attach to the Biggest Business Problem 
Overcoming Sales Challenges: Change the Decision Criteria 
Beyond the Win/Loss Data with Tim Caito | Video  
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