ARE we all good?

Question

Here's a bit of context:

I'm working with a software company in the HR Tech, Enterprise SaaS space. Apart from having inbound and outbound, we also get regular leads from companies we partner with, so I occasionally engage in joint sales plays with their AEs.

Last year, Q3, I had a joint opportunity with this AE from a partner company, and it went great. We closed the deal, everyone was happy, and she was super nice throughout it all too, just great to work with.

Last week, she reached out with another lead, and my SDR picked it up, setting up a meeting for the three of us for an initial, internal alignment about this new potential customer.

We get on the call and I can immediately sense that there's some less than positive energy now, quite the contrast from previous interactions. It's not like the call was hostile, but it wasn't exactly friendly either.

We got aligned and planned next steps – that's all good, but I was left with a feeling that there's maybe something we did wrong this time, or for the previous deal maybe, and that's why I reached out with a message to the partner AE after the call.

Here's the message and her reply in the screenshot below. Even though she's basically saying "all good," I still think something's off, even by the brevity of her reply.

What do you savages think - are we all good? Do I leave it at this, or ask during our next call again?

I might be overthinking things, since it`s a good size deal we`ll be working on with her and will need her support throughout...

Accepted Answer

I spent 8 years in the channel. I can tell you that reseller/ alliance reps will definitely appreciate this. If they are good at their job they will straight up tell you if there is an issue in response to what you said.

Answer

Great text. Shows you care. I think you're in a great spot with that customer.

Answer

First.  Well done reaching out.  Even little notes like this can help someone, shows them that someone cares.  There is always something people are dealing with and the respect and empathy you show is wonderful.

Answer

I’d call this concern a positive paranoia. You asked directly. She answered. Any further digging could meet a “bro, really?” factor. Carry on like the pro you are.

Answer

You did well by reaching out.  Checkpoints along the way are always good.  In this case, sounds like things are ok, but maybe establish a cadence of immediate recap/follow up with her to ensure things remain on track.

Answer

Happy you care that much about the business, your concerns were valid only before her reply but after that I guess you should have nothing to worry about by now and hopefully the other lead soon will close, much of luck!

Answer

Great message and honestly might use it as a template for working with other partners. As of right now, I would assume she meant what she texted. Obviously if the call tomorrow goes south, maybe follow up on it.

However, I would assume this text eliminated any negative energy if there was any

Answer

I think you are overthinking it.

Answer

Channel Manager here... Always protect the relationship and sell the confidence and trust that you'll do the job well. Sometimes you need to take of the corpo hat and be real with people. Cuts through the bullshit and gives you optics you didn't have before.

Answer

Reaching out is a strong move, the only thing I would caution is making the assumption that anything was wrong. Sometimes folks have bad days, less energy, etc. or maybe this is a project the individual isn’t as pumped about. You showed lots of empathy there, and certainly in the next call you’ll know if you are “good” or there’s an issue. Thanks for sharing!

Answer

Nice work for being straightforward. Regardless if there is underlying issue or not, you showed character and that builds trust.

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Ok, so in all likelihood, there is something going on at the rep's company that is not great, layoff talk, sales numbers down, who knows but you handled this the best you possibly could have

Answer

Thanks everyone for the valuable comments, my conclusion is: don`t push it, enough said and let`s close this deal together :)

Answer

I sell channel only, so I work with many partners. Multiple times I have caught them on a bad day, and checked in. Every time they were much more happy the second meeting. Take it with a grain of salt.

Answer

Damn I feel you. Sometimes you sense that there’s SOMETHING. But you don’t know what it is.

Answer

As a channel partner and strategist previously, it is great that you reached out.  Builds trust and shows you are serious.  You have obviously proven yourself with her and that is the biggest obstacle to overcome when starting to work together.

Answer

Coming from a person who doesn't write lengthy texts.. I think you are fine!

ZVRK

ARE we all good?

28 comments

ZVRK

ARE we all good?

28 comments

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