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. A sales strategist with over 20 years of international experience, she's known for helping teams across the UK and Australia turn structure, focus, and consistency into revenue growth.

Respected for her straight-talking, no-fluff approach, Harriet brings practical sales strategy and leadership insight to every conversation. Helping teams cut through the noise, build momentum, and win more deals with clarity and confidence.

📣 Connect with Harriet

LinkedIn: https://www.linkedin.com/in/harriet-mellor

Website: https://www.yoursalesco.com

🔗 Resources & Links Mentioned

Lost Deal Review Template

🎙️ More from Sell Like You

Listen to top episodes: https://www.yoursalesco.com/podcast

Follow us on LinkedIn: https://www.linkedin.com/company/yoursalesco