Not every closed lost deal is truly lost—it’s just stuck. Deals slip through the cracks for many reasons: timing, priorities shift, champions leave, or decision-makers get cold feet. But that doesn’t mean they won’t come back...
AND we've got proof this works, so in this week's Good Sales Stuff we're sharing how you can turn a closed lost deal into a closed won:
1. Keep the door open (without being annoying)
Just because a deal is marked as closed lost doesn’t mean you should disappear. Stay on their radar with:
✅ Relevant industry insights every few weeks
✅ Product updates that solve their challenges
✅ Non-salesy touchpoints to keep the relationship warm
The key? Add value, not pressure.
No one likes a “Just checking in” email.
2. Keep your sales materials accessible
Your prospect’s priorities might change, but if your sales materials are buried in an old email thread, they won’t remember why they were interested in the first place.
Make it easy for them to revisit your proposal by:
📌 By using a Digital Sales Room (a Pod as we call them at trumpet) where they can access key materials at any time.
📌 Keep the Pod open - don't close it. They can refer back to it when the timing is right.
📌 Keeping documents updated with new insights and relevant case studies ⭐add value⭐
📌 Tagging stakeholders in updates to re-engage them without direct outreach
3. Multi-thread early and often
Relying on a single champion? That’s a risk. If they leave or lose influence, your deal is dead.
Instead:
🔗 Connect with multiple stakeholders across departments
📊 Use engagement data to identify hidden decision-makers
🎯 Tailor follow-ups to address the priorities of each key player
🗺️ Pro trumpet tip: Trumpet automatically creates an org chart of those who have viewed your Pod, making multithreading easier.
More relationships = more chances to revive the deal.
4. Use buying signals to re-engage
Silence doesn’t always mean disinterest. If a prospect is engaging with your content but not responding, they might still be in the decision-making process.
Look out for:
👀 Views on your Pod, keep checking insights and analytics to see who, when and how long they've been checking your Pod. You can use these insights to tailor your replies.
📅 Interest in scheduling a follow-up call
If they’re still engaging, it’s a sign they’re considering their options—this is your chance to jump back in.
5. The Power of a trumpet Pod
A trumpet Pod transforms a static sales process into a dynamic, trackable buyer journey. Unlike emails buried in inboxes or forgotten PDFs, a Pod is a centralised, interactive hub where prospects can engage with key materials on their own terms.
- Real-time notifications: Get alerted when stakeholders open your materials, so you know when interest is reignited.
- Multi-threading insights: See who’s engaging within the company, helping you connect with key decision-makers.
- Personalisation at scale: Tailor your updates and responses based on real-time interactions, keeping the conversation relevant.
6. Perfect your timingDeals often go cold because the timing wasn’t right. But things change—budgets get approved, priorities shift, and new decision-makers enter the picture.Set reminders to: 📆 Check in at key moments (e.g. new financial year, role changes, funding rounds) 🔄 Revisit past conversations with fresh insights 📣 Reignite interest when the timing is better
Final ThoughtsA closed lost deal isn’t the end—it’s just a pause. By staying visible, keeping materials accessible, and tracking engagement, you can re-open the conversation at the right time.Don't believe it's possible? Head over to our blog here and see how Helena, our Senior Account Executive at trumpet closed a "Closed Lost" deal with a trumpet Pod.
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