This episode of the Profit Meets Purpose Podcast is part of our ongoing series in helping to make nonprofit sales people and leaders more effective. Today we’re focusing on win/loss retrospectives, why they’re valuable, how they work and what can be gained from them.
Along with Constant Method co-founders Mark Cross and Kevin Kreamer, our special guest on this episode is Scott Cross, VP of Sales at iDonate.
Scott has over two decades of experience in sales and brings a wealth of knowledge around how to leverage win/loss calls to improve sales & company outcomes.
In this episode we cover:
Why should companies be doing win/loss calls (6:23)
What sales teams can learn from combining a win/loss call with a review of the sales process (8:34)
How a win/loss call should be structured (12:17)
How to handle difficult feedback from win/losses (23:09)
What part technology and AI play in the win/loss retrospective (28:03)
How to get leadership involved (37:14)
Links or other info:
If you’re a nonprofit interested in how iDonate can help your organization raise more money without more work, you can visit iDonate.com or connect with Scott on LinkedIn.
You can sign up for the latest webinar and access all of their amazing resources at iDonate.com/id-labs
If you’re a company who sells into the nonprofit world and you’d like some help with how to do win/loss calls, we have a free resource template on our website here. If you want someone to do those calls and analyze the results, please visit us at constantmethod.com or reach out to Kevin or Mark on LinkedIn.