OpportunityHunter

Enterprise Account Executive

Anyone else struggling to get next steps with prospects?

Lately, I've been running into a wall trying to get traction with a new offering we’re pitching to existing customers(hardware/software in cybersecurity). I’m able to book the initial meetings, and they’re always positive – customers get it, they see the value. But the problem is, it’s usually unbudgeted, and I can’t seem to secure solid next steps afterward. It’s like, "Great meeting!"... and then crickets.

I know it’s normal for new, unbudgeted solutions to have slower adoption, but I’m trying to figure out if there’s a better way to keep momentum going. For those of you who’ve been here, how do you keep the conversation alive and push past that initial “no budget” roadblock?

Would love to hear any advice or tricks that have worked for you. Thanks in advance!

👑 Sales Strategy

🦾 Hardware Tech

16 comments

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SaaSguy

Tycoon

Account Executive

Don't end a meeting without formulating a next step?
This sounds like an issue with your process not your customers. If you are pitching a new tool without a budget formulated with it you should be hammering next steps around you building a business case/putting together incentivized commercials.

jefe

Arsonist

🍁

100% this.

It's always important, but with something new, even more so.

MRK47

Tycoon

Head of Growth

Spot on. And when getting the agreement on future next steps, make sure the timing is as realistically short as possible.....don't let it extend to weeks where the momentum will fade....while it can be uncomfortable or seem aggressive, have a specific date in mind and push for it as the next step....and nurture during that gap with value add info (ideally with resources that track the prospects engagement..know when they open/share/interact with it)

Gasty

Notable Contributor

War Room Community Manager

Yeah! Perfect.
Have a mutual success plan ready, always try to schedule the next steps, or let them sign up for a free trial, or ask questions that give you deeper insights on what the process from their side would be.

Focus on relationship building on these calls, so that the feedback is quick, workable and you can make the changes as suggested.

OpportunityHunter

Contributor

Enterprise Account Executive

Valid feedback. I used to set up next steps more on previous, less complex solutions. This new solution I am selling now is much more complex and I am trying to figure out what a next step should be.

Sunbunny31

Arsonist

Sr Sales Executive 🐰

I'd say building a business case works well - it gives you time to dig into their metrics and understand their issues/goals, etc., and then you can apply that to how your new solution will remedy the issue or get them to that goal, and show how that affects their expenditure. If you're selling something for 100K that streamlines audits that are required and business critical and typically cost 200K to perform, you have suddenly got a great business case to share. Particularly if the company gets audited multiple times a year. (Numbers and situation fabricated for illustration purposes).

GlenRoss

Politicker

Director of Sales

My team is also new product selling to large enterprise with mostly unbudgeted deal cycles. I’ve found a few things (these might seem basic but maybe a good reminder):1. Upfront contract can be big for this (if xyz happens on the meeting we’ll spend the last few meetings scheduling abc call for this reason2. Sprinkling in the whole call the next step. So if they ask a question about x feature or y integration. Instead of just going down the path. “Great question we can make sure to touch on that in the next call” little micro agreements I find help a lot and they are already bought it3. Actually “sell” the next step. I’ve heard more and more people reverting back to “so do you want to set up another call?” But why is it that next call valuable to them? How does it help them solve the problem you uncovered in this call4. One of my VPs also always said the last few mins of the call are sacred for booking next steps. Don’t let it get to the point where everyone is jumping off because they are gonna be late to the next meeting. For a 30 min call save the last 5 mins for only next steps. 10 mins on an hour long call especially if there’s a group.
Again, you probably already know all this but sometimes it’s about going back to basics

jefe

Arsonist

🍁

This is a subtle but powerful strategy. Great call out

OpportunityHunter

Contributor

Enterprise Account Executive

Thank you for sharing these reminders; it’s so true that returning to the basics often helps keep calls focused and effective, especially with enterprise sales. I like your comment about
“micro agreements” . I haven't heard of that technique before but it sounds like a great way to maintain momentum and ensure alignment.

CuriousFox

WR Officer

🦊

Are you sending a recap email of actionable next steps the same day after the meeting?

OpportunityHunter

Contributor

Enterprise Account Executive

I do but looking back at earlier comments, that's not enough. I definitely need to bring up next steps while still on the phone with the prospect.

Justatitle

Big Shot

Account Executive

After the initial meeting what would the most ideal next step be for the sales process?

Pachacuti

Politicker

They call me Daddy, Sales Daddy

"This is great but we don't have the money" is the real objection you're dealing with. And you are not helping them to overcome it.

The Facts:
1- you have a captive customer
2- you have a solution they say they like & see some value
3- they see value, but not enough to promote action

Are you walking them through HOW they can afford it? Are you walking them through the financials? Are they truly seeing the value if they aren't acting on it? I know when the financial advantages of any given solution are spelled out for me, it creates a greater likelihood of me acting on the call to action.

You also are not creating a high enough Urgency for them. They are walking away saying "that was nice" and they move on to the next scheduled meeting. So is your solution solving for a real problem or is it just a nice add-on they'll think about?

If you show them how they can afford it (or can't afford not to buy it) and create the right level of urgency around acting on, you will find your close rate increasing substantially.

SalesBeast

Politicker

Sales Leader

Ask in sales process who the budget for something like this would fall under?

OpportunityHunter

Contributor

Enterprise Account Executive

Usually it's a mix between the IT Infrastructure team and IT Infosec but I am trying to get a second meeting. Nevermind discussing pricing:)

Kosta_Konfucius

Politicker

ERP Sales

If i dont end a meeting with next steps, its usually a toss up if i ever do. Thats why its so important