It’s upsetting to lose a deal, only to discover that your competitor got the business. And that the customer paid more and is receiving less! Most of our lost deals occur long before we even reach out to the customer, and to discover why – and how to turn it around – we sat down with Skip Vish, VP of Sales at Upland Software, and a former Chinook Pilot and Operations Officer with the US Army. We discussed building a system that any salesperson can use to ensure we were handling leads consistently well and apply all our best practices to ensure we sold – and served our customers!