A verbal yes...and then all of a sudden the deal's off. Best tips to avoid that? Or do you just ignore and remember SADNESS?

Mainly just shouting into the void out of "unexpected rejection email at the end of the day" rage...but a question worth asking nonetheless


I had a solid, qualified lead that had verbally agreed to an enterprise pilot contract with us about a month back. They had some staff out on maternity leave for the past few weeks so we'd made a plan to reconvene this week and move things forward.


Follow up with them as promised confirming that they'd like to start and...all of a sudden they're the Seattle Seahawks – in rebuilding mode and all new initiatives are off until at least early next year.


Short of pinky promises or blood oaths before signing the contract...is there anything you've found that works to help leads keep their word after giving a verbal yes prior to signing a contract?

🏰 War Stories
👑 Sales Strategy
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10
ADudeBeingAGuy
Politicker
5
Account Executive
Go to their house.
CuriousFox
WR Officer
4
🦊
Damn. You just go for it huh? Respect. 
handysales
Politicker
3
Enterprise Sales Lead
“Showing you our personal level of service”
ADudeBeingAGuy
Politicker
3
Account Executive
I put the FOLLOW in follow up
handysales
Politicker
2
Enterprise Sales Lead
White van sold separately
E_Money
Big Shot
3
💰
Abduct a family member
handysales
Politicker
2
Enterprise Sales Lead
Now we’re talking
Sunbunny31
Politicker
4
Sr Sales Executive 🐰
Nope, unless there's some reason why they risk some adverse consequence by not doing the pilot now.  Unless there's a compelling event, or other circumstance that means they have to make a decision, a verbal commitment is ephemeral.

Things change, which is why time kills deals.    Definitely circle back with them next year (and keep them on a email update/pass on interesting news that might inspire urgency) but move on to the next one.
Justatitle
Big Shot
3
Account Executive
Sigh, I feel this. Usually because the person that said yes didn’t have the authority and the person with authority said no… sucks but it’s part of our world 
handysales
Politicker
2
Enterprise Sales Lead
Yep - almost always getting the authority person in on the discussions somehow and not leaving it up to the internal champion. 
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Consensus building. Have multiple stakeholders up and down in the org.

Nothing is 100% but I have found that the more people involved in building the solution the less likely it will get killed.
payton_pritchard
Executive
2
RSM
Money is tight and will only become tighter from a macro-economic perspective -- companies (expecially VC backed) are going to be more conscious of net new spen. Time will kill deals more than usual I expect
SADNESSLieutenant
Politicker
1
Officer of ♥️
hire a private detective to dig through there trash and find new points of personalization - works like a charm
JohnnyDamone
Opinionated
1
AE Inside Sales
"Why is the deal off?"

--We both spent a lot of time on this. Whats up?