Good Morning. If you need some good news today, this Sunday, March 8th, is Daylight Saving Time, which means we gain an extra hour of daylight in the evenings. But there’s also bad news… Your clock springs forward from 2:00 a.m. to 3:00 a.m. on Sunday morning, which means you lose an hour of sleep. So Monday's 9:00 a.m. prospect calls are going to hit different next week. That extra hour of sunlight is well worth it though. Now, let's get into today's Follow Up.

Selling against a competitor 🗣
30 expertly crafted sales email templates ✍
30 days after you lose a deal 🤔
Sell 20X your base salary, or you’re out 😬
Sales jobs & a meme 😂

Sales Tip of The Day 💡

When you're in a competitive deal, expose the cost of getting the decision wrong.

❌ "Here's how we stack up against them feature by feature."
✅ "What happens internally if you choose a vendor and it doesn't deliver? Who owns that decision?"

This gets them thinking about their own reputation on the line.

Buyers evaluate risk. The safer the choice feels, the easier the decision becomes.

Turn Prospect Silence into Sales Opportunities

Need to follow up on a proposal? Chasing a client response? These 30 expertly crafted email templates cover every professional situation—from networking connections to sales follow-ups and team collaboration.

Stop staring at blank screens wondering what to write. Each template includes strategic prompts, real-world examples, and insider tips from communication experts.

Whether you're building relationships, closing deals, or managing projects, these templates will help you communicate with clarity and confidence.

Download Now and transform your professional communication today!

Get the templates Here 👉

What to Do in the 30 Days After You Lose a Deal

You just got the email: "We've decided to go in a different direction."

Your stomach drops. You mark the deal as closed-lost in your CRM, and you move on to the next one.

Surprisingly, that’s the norm for most reps. And it's exactly why they never win those deals back.

The 30 days after you lose a deal are some of the most valuable days in your pipeline. A study of 2.5 million sales conversations found that 40-60% of B2B deals end in no decision at all.

The prospect didn't pick your competitor. They just couldn't pull the trigger. Which means the door is still open.

Here's how to walk back through it.

Do The Outreach that Most Reps Won't

The week after you lose a deal, pick up the phone. Most reps send a polite "thanks for your time" email and disappear. And that's a mistake.

A quick call to ask what happened does two things: it shows the prospect you actually care about their decision, and it gives you the real reason you lost.

CRM loss reasons never tell the full story. Budget, timing, "went with a competitor." Businesses are just groups of people, and people make emotional decisions that don’t fit into a CRM dropdown menu.

On that call, ask what tipped the decision, what you could have done differently, and if it's okay to stay in touch. And then, when your prospect is back in buying mode, you’ll be their first thought.

Re-engaged lost customers convert at 15-20%, which is significantly higher than cold leads. So that one phone call could be your secret weapon for your pipeline next quarter.

Most of Your Losses Didn’t Even Buy

It’s easy to assume every closed lost deal went to someone else. But Gartner research shows that no decision outcomes are the single largest category of lost deals, beating losses to any individual competitor.

Maybe the prospect got stuck, or internal priorities shifted, and the buying committee couldn't agree. And yes, budget freezes are a real thing. But they can also come back.

Deals in these categories are stalled, but not dead. And stalled deals come back when the timing is right, and the rep is still in the picture.

Which is why it’s so important to stay in touch and stay top of mind until the prospect’s ready to buy again.

Stay in the Room

One sales rep shared on LinkedIn that roughly 30% of her pipeline comes from closed-lost opportunities.

If a closed lost follow up cadence isn’t a part of your strategy already, it definintly should be.

Set a reminder for 30 days after the loss. Send something useful, like a product update, or something you saw about their company. Then do it again in 60 days. And again in 90. Check in like a friend and don’t try to push the sale.

Your goal is to stay visible so that when the budget unfreezes, or the new VP comes in, or the competitor they chose falls short, you're the first person they call.

The deal you lost last month might be the deal you close next quarter. But only if you're still in the room when they're ready to buy.