Sell Like You · 2025-11-10 · 17 min
Lost deals teach more than wins ever will, but only if you're willing to dig into what went wrong. Harriet breaks down why most deals are lost in qualification and discovery, how to go deeper with clients to uncover what really matters, and the questions that build stronger pipelines and more predictable revenue. If you're losing deals you thought were locked in, this episode will show you exactly where to start fixing your process. What You'll Learn Why most lost deals trace back to poor qualification and discovery, not pricing or competition How to use the iceberg framework to uncover client needs beneath the surface level Questions that build the full picture: risk factors, timelines, internal workflows and decision-making structure How to maintain control when clients push for proposals or demos before you're ready Why patterns in lost deals reveal gaps in your process, product positioning or pipeline source About Harriet Mellor Harriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast.
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