friendlyginge

Account Executive

Calling out the vibe early on

New outbound-only AE here (about six months in) and I’m starting to learn the patterns in deal cycles, such as “buying behavior” vs tire kicking.

I’m at the point where I don’t want to waste time on people who do the latter, so I want to start calling the vibe out earlier. For example, there is always the prospect who is super excited on the demo and then ghosts after “talking to the team”. I’d love to be able to tell people during the demo that if their leadership shuts it down, to just keep me updated so I’m not wasting both our times chasing them down. Trying to work on my assertiveness!

In what ways do you all like to call out the vibe early to keep people honest?

👑 Sales Strategy

☑️ Qualification Calls

😎 Sales Skills

23 comments

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braintank

Politicker

Enterprise Account Executive

Good to ask if they've ever bought something like this before, and what was the process like.

1nbatopshotfan

Politicker

Sales

Validate that they know the process, otherwise you’re gonna hit big roadblocks, unless they are a VP or higher and can force a purchase.

barney2021

Tycoon

Account Executive

Yes asking them if they have ever implemented xyz at this company before and getting dates on their next step. Then aligning your next meeting with them before or after that event or to join in the internal meeting. Keep super close!

SaaSam

Politicker

Account Executive

"I feel you may not be entirely convinced this is the right time. What would be some potential roadblocks to moving forward?"

CuriousFox

WR Officer

🦊

Set the expectations up front. Give them a timeline. Follow up and follow through every step on that timeline so they know you are serious. Copy in their team.

Incognito

WR Officer

Master of Disaster

@curiousfox - always with the 🔥 advice

CuriousFox

WR Officer

🦊

I try my best @Incognito 🥰

friendlyginge

Politicker

Account Executive

I’ve been trying to get really aggressive about getting as many people as possible in on the project as soon as possible. My larger wins always have multiple departments involved and my losses are usually because we can’t get the right stakeholder. I’m sure this is all obvious stuff but it’s been a great experience to actually see these patterns play out.

FeedTheKids

Politicker

Solutions Consultant

Set follow ups. Even if they don't agree/schedule the next call, I always say something like "if I haven't heard from you in about a wk I will plan on following up to touch base and see how the conversation with the team went."

This way they are expecting me to be reaching out.

If you build some rapport during the demo, definitely helps cut through the BS or ghosting. They'll be more inclined to tell you it's not the right time or they need time to compare to competitors.

friendlyginge

Politicker

Account Executive

Rapport building is something I’m working on! I’m not as “natural” on zoom calls as in person so in this world of virtual selling, rapport building is a lot harder!

FeedTheKids

Politicker

Solutions Consultant

Ask where they are calling in from - then bring up something local to them. (Google open on your 2nd screen)

It's less corny than "how's the weather" - and if you actually know anything about where they are from, easy rapport!

FamilyTruckster

Politicker

Exec Director, Major Accounts

Agreed on setting follow ups. With folks I’m reeling in I’ve always set reoccurring meetings. That way it’s always there. Cancel if we need to.

FlintIronstag

Notorious Answer

Chief Marketing Officer

Good call. Get a yes or a no. A slow maybe is a waste of time.

goose

Politicker

Sales Executive

Ask "why us?" and let them give you the value prop. If they don't have an answer they will likely ghost you.

friendlyginge

Politicker

Account Executive

This is great advice! Let them tell me why so I know for sure they see the value and will let me help them fight internally

Chep

WR Officer

Bitcoin Adoption Specialist

This title >. All jokes aside, I think just being clear with the prospect is your best bet. You said it yourself "tell people during the demo that if their leadership shuts it down, to just keep me updated so I’m not wasting both our times chasing them down". 90% of prospects will probably be honest with you and for the 10% that aren't you can tell them you are not interested in doing business with them if they aren't going to be open and honest with you😎

KendallRoy

Politicker

Always be qualifying. Understand what the evaluation and decision-making process is. Understand what the need is. Don't move forward without both boxes ticked.

RedLightning

Politicker

Mid-Market AE

Sandler has some training things on an "upfront contract" - check it out and that should help

friendlyginge

Politicker

Account Executive

I will, thank you!!

Blackwargreymon

Politicker

MDR

"I feel you may not be entirely convinced this is the right time. What would be some potential roadblocks to moving forward?"

LordBusiness

Politicker

Chief Revenue Officer

Most buyers ghost because no one likes to A) deliver bad news B) waste their time on something that no longer matters to them. I've gotten into the habit over the years of telling prospects at the end of calls "no's are just as valuable for me as yes's, so while I believe we have a great fit here - I know things can come up if that happens feel free to save me and you about 12 emails :) --- if the prospect is personally vested in you (and your business relationship) the propensity to get a clear yes/no goes up significantly. Be a human on your calls, and folks will treat you like a human on the turn.

Error32

Politicker

ISR

Have you tried to organize by vertical market? Healthcare, K-12, Higher Education, Government, etc.?

Clashingsoulsspell

Politicker

ISR

Another thing you can try to do is work backwards a bit. Start by running searches for the right titles at companies and then qualifying the companies. Sometimes a company could be a great fit but you can't find their key people.

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friendlyginge

Calling out the vibe early on

23 comments

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