callmesalesdaddy

Account Manager

Asking a prospect for a status update as a favor

I am in the process of closing one of the larger deals in my career - $Six figure year - 3 year deal and the deal would be big win for our team as well.

During my last meeting (almost 2 weeks ago) with the prospect, they asked for the contract to send over to her procurement team.

I followed up with my client early last week for updates and questions their procurement team may have but did not hear back. The upcoming holiday could be a reason since I know many people could be out.

Tomorrow, I have a review call with my leadership team to discuss the current status of this deal.

The prospect didn't pick up my call this morning so I am planning to send over a follow-up email.

My question is, is there a way to ask the client for a status update as a personal favor due to me having an internal review of the opportunity? It is critical I have some sort of update. If so, how would you phrase the follow-up email?

Thank you for any input/feedback!

👑 Sales Strategy

16

28 comments

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braintank

Politicker

10

Enterprise Account Executive

Hey, my leadership is asking for an update. I'm guessing you haven't heard anything yet...

Beans

Big Shot

5

Enterprise Account Executive

This is it.

braintank

Politicker

4

Enterprise Account Executive

Also, id suggest scheduling regular 10 minute updates with your contact.
For big deals I've even done daily check in meetings

callmesalesdaddy

Contributor

3

Account Manager

Thank you - honestly, the straightforward emails makes the most sense (and proves I am overthinking this)

BmajoR

Arsonist

4

Account Executive

This is the way. You need constant contact that's agreed upon by both parties so you don't get stuck in this situation.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

I have standing meetings with the prospect while closing out deals. Keeps things on track, and we work on the SOE to close (or the mutual plan, whatever you want to call it).

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

exactly what I do

GDO

Politicker

2

BDM

Sounds about right

jefe

Arsonist

2

🍁

Simple and clear. No need to overthink things.

DungeonsNDemos

Big Shot

1

Rolling 20's all day

With the context given, this is the way.

callmesalesdaddy

Contributor

0

Account Manager

Thank you all for the insights! I appreciate it.

Reached out to the prospect around 2PM yesterday, no response yet.

braintank

Politicker

0

Enterprise Account Executive

Call

Rosie

Catalyst

0

Sales Director

This could undermine the authority of the seller - That they have no power within their org. I would be direct and ask something like "Have you made a decision on x? I would appreciate your update on this.." something like this...

poweredbycaffeine

WR Lieutenant

8

☕️

Did you set mutual accountability points before you sent the contract? If not, it’s a good time to get those set so that you’re not reaching into the dark.

CuriousFox

WR Officer

2

🦊

🎤

DataCorrupter

Politicker

4

Account Executive

I'd suggest asking for a contact in procurement you can keep up with/get status updates from. I would have done this as I was sending over the contract (but I know that doesn't help you now, think of it how you ask for the Exec Buyer's identity/info in early stage discovery calls, do that same thing as you send over the contract).

If you get the procurement contact this will help to lighten the load on your champion some, because now you can self-serve instead of them being your single thread.

callmesalesdaddy

Contributor

0

Account Manager

Thank you, this is something I’m going to start incorporating as it seems procurement is more involved in every deal these days - has led to a few delays in other deals

Diablo

Politicker

3

Sr. AE

Favor? Why? Just be straight as you both are doing your respective jobs.

Kosta_Konfucius

Politicker

1

Sales Rep

Anyway to be more human is always a plus

SoccerandSales

Big Shot

1

Account Executive

Straight and to the point is the way to go

1nbatopshotfan

Politicker

1

Sales

Just remember, you have something they want. It’s ok to ask for their plan to buy that, onboard and deliver. “You’ve bought software before, you know I need to provide updates, could you share your progress/plans?”

ThatNewAE

Big Shot

0

Account Executive - Mid enterprise

Adding to all the points: Just ask them directly who all are in the league and who are they inclined towards. Tell them you'd like to know so that you can align the same with your leadership / implementation teams as well.

JDialz

Politicker

0

Chief Operating Officer

Call procurement …

AnchorPoint

Politicker

0

Business Coach

"Would it make sense for us to move this forward now?"

AnchorPoint

Politicker

0

Business Coach

If not, then what do you recommend the next step be?

PineappleYa

Opinionated

0

AE

Curious what your process and timeline looks like from here….

callmesalesdaddy

Contributor

0

Account Manager

From an update perspective, I took the straightforward approach when reaching back to the prospect. Worked through some questions/contract changes her procurement team had and she shared that they would be moving forward and that the document would be signed back (expected back last Wednesday) with a start date the second week of October. Prospect has since been unresponsive since that conversation and the changes have been executed on our end on the agreement.. so things are back up in the air

salesherald

Executive

0

Sales Process Consultant

The best way for me is always to remind my lead that I will follow up if our next step doesn't happen the way he said it would. Since the step is this contract, I would say something like "Right, do you mind getting me in contact with your procurement team just to be able to help them with questions they may have?" And then, with the procurement team, I would say something like "first_name, lead's name sent me your contact to help you with questions you eventually may have about our contract, when you are planning to read it for us to be able to talk about it?"

Since this is not the case, what I would say is "Hey, I know this isn't in your hands anymore, but did your

procurement team give you a deadline for when they are planning to read our contract? Do you mind if I help you with those follow-ups with them? This way you will be able to prioritize your tasks and I guarantee that your project is going the way you expect."

You can even joke with your lead about how procurement sectors usually are very slow and bureaucratic if your rapport is on top levels

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