SDM

Sales development manager

A client of mine wants to proceed without agreement 😱😅

Had a discovery call with a marketing & advertising company, who was hiring web designers and developers.

Meeting went good and we shared some profile to interview. They interviewed 4 and selected 2.

Now, the real shit starts.

Upon confirmation on candidates, we share the service agreement and PO. We sometimes get change request on 1-2 clause which is normal.

But guess what, this client want us to remove non-solicitation clause completely and even proposed not to sign any agreement during trial. We offer 40-hours risk free trial.

I think they are trying to misuse our services otherwise would have agreed to sign the agreements.

I want to say... F**k You..

But want to try one last time coz my SDR did worked hard on this client. Maybe they aren't a good client, maybe the deal will fall off but just one last try.

I have asked the reason to remove non-solicitation and no agreements and then share why it is important to have agreement in place in B2B.

Any suggestions?

18

33 comments

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jefe

Arsonist

5

🍁

That's sketchy as hell.

What above board reason could they have to not sign an agreement!?

Maximas

Tycoon

1

Senior Sales Executive

Exactly.

CuriousFox

WR Officer

4

🦊

Let us know their reasons when you find out please. 👀🍿

SDM

Politicker

1

Sales development manager

Sure thing

SoccerandSales

Big Shot

3

Account Executive

I think the initial questions you have asked are a big starting point, if they still push back, you may need to explain your situation to them. If they move forward and do not sign an agreement, it is a big legal risk both for your company and theirs.

SDM

Politicker

4

Sales development manager

I agree... I am drafting an email to explain the importance of MSA and how they are covered in that.. not just us.

detectivegibbles

Politicker

1

Sales Director

This feels like the immediate next step.

If they push back, cut em loose. This will just cause issues down the road.

SDM

Politicker

1

Sales development manager

I agree

Kosta_Konfucius

Politicker

3

Sales Rep

I dont see a way you as a rep will get approval to do any of that, listen to their reasoning on why they dont want a agreement to see if they are just trying to misuse your services

SDM

Politicker

2

Sales development manager

Ya .. i think the same

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

Why do they want to move forward with no agreement? That's a big red flag.

I'm interested to hear what they tell you after you asked.

SDM

Politicker

1

Sales development manager

I am waiting on that

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

Yeah, me too. I am very curious as to their reason. That will affect how you respond.

Herb

Fire Starter

3

Account Executive

I’d ask, given the situation, would the go forward without a contract? Then explain why you do not, ask him what are your fears that make you feel this isn’t in your best interest of your company moving forward 🚀🚀

antiASKHOLE

Tycoon

3

Bravado's Resident Asshole

No agreement, not deal. idc if it is contingent on a demo or now. agreement for my services.

Coastal_crusher

Politicker

2

Sales Director

I think its one of those scenarios where your time is better off spent with more qualified prospects. Not an answer to this scenario, but general advice that has helped me before

SDM

Politicker

1

Sales development manager

Thanks

climbingmywayup

Personal Narrative

2

VP

Just tell them the agreement is there to protect and define their rights as well as your companies and it is standard procedure as part of all contracts. Let them remove the non-solicitation clause.

SDM

Politicker

1

Sales development manager

Ya ... It's done but still....

saaskicker

Celebrated Contributor

2

Enterprise AE

do yourself a favor and dont even ask for approval on this.

walk away if they wont sign paper.

SDM

Politicker

1

Sales development manager

Kinda in same mood now

Mobi85

Politicker

2

Regional Sales Manager

That sounds shady as hell, and will echo what everyone else has already said and push back but don't be afraid to walk away from this future headache.

SDM

Politicker

1

Sales development manager

Yup

FlyingHellfish

Good Citizen

2

Director of Business Development

I think we are in the same business based on your scenario and the best advice I have ever received was, "The client you deal with during the proposal phase is the client you deal with during the project". Seems like a no-brainer but sometimes you want the win so bad that you overlook the red flags.

Also, in similar scenarios, I always put the blame on our legal and say something like "Hey, if it were up to me, I would totally do it but my legal team wont let it slide." Not always a surefire method but it has made it feel like I am on their side and it gets the deal done. Just my take, I am sure there are other bits of advice that are helpful as well.

Good luck out there!

ChunkyButters

Tycoon

1

AE

no contract = no deal

If they want to not sign, maybe you can extend the risk free exit or different terms, but without a contract, never a deal.

Epictetus

Valued Contributor

1

SaaSy

it's all vapor till its paper.

SDM

Politicker

1

Sales development manager

Yes!

Diablo

Politicker

1

Sr. AE

If they don’t want to endorse the most important part in your sales cycle that has never been a blocker for any of your clients before - it’s a red flag.

I would try to understand if they don’t want to sign the contract at all or if need some custom contract where removing/adding some clause might make more sense to them .

SDM

Politicker

1

Sales development manager

It's red red flag

ADK

Opinionated

0

VC Associate

They sound very unprofessional and more like...have they never bought anything as company?

SDM

Politicker

0

Sales development manager

Update: the client poc mentioned that their legal said not to sign anything for the trial period...if they like our services then they will revisit the document....

Our take: we are going to say no to them now... Looks like they just want to misuse our trial period

Pachacuti

Politicker

-1

They call me Daddy, Sales Daddy

The contract protects both sides. I would be very wary.

SDM

Politicker

0

Sales development manager

We said no to them... I've learner saying NO and it helped me saving my and my teams time.

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