We learn a lot more from failure than success. Any idiot can fail, but smart people learn from it.
These two simple rules show us that we really need to focus on learning from our failures. With this in mind, we take a look in this podcast at a deal that I personally lost. It was my fault. We could have won it, we wanted to win it, but we crashed. I might not have been able to win it but I was certainly responsible for losing it.
If we never fail, we have not been trying hard enough, but when we do fail we need to accept the accountability that our roles demand and learn the lessons that are there for those brave enough to look.
Mike Montague at Sandler Training wrote this excellent piece on the topic, and as ever, McKinsey has something worth looking at too on this topic.
https://www.sandler.com/blog/lessons-winning-from-failing/
https://www.mckinsey.com/~/media/mckinsey/email/leadingoff/2021/10/04/2021-10-04b.html
If you want to get more from Bill, you can find his book here
https://www.amazon.com/Bootstrap-Selling-Sandler-Bill-Morrison
You can also buy it as an Audible book here:
https://www.amazon.com/Bootstrap-Selling-Sandler-Way Audible
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