BlogBy Sarah Chen
Why "lost to competitor" is almost always the wrong answer
The reason reps log for a lost deal is rarely the reason it was actually lost. Here is how to dig past it.
"Lost to competitor" is the most common reason reps log — and the least useful one.
Ask one more question
Before you accept that label, ask the buyer what the competitor did that you didn't. The answer is rarely about the product — it's about confidence, timing, or risk.
