This was a great deal / sales process up until the end.
Inbound lead and while smaller than the normal ICP, our prospect was checking all the boxes. I was working directly with the CEO and multiple times he affirmed we were the only solution that could meet his needs. Moves through discovery, demo, scoping, and our proposal seamlessly and agreeing to next steps without question.
Then he makes a hire. Now, gotta demo the hire because he will be project lead internally. Okay, as long as this demo is the last step. Agrees its the last step. Then goes dark for two weeks. Wont answer calls, emails, etc. Finally get a response from an exec touch and he says he's been busy making three other hires and we need to demo them. These aren't decision makers, and are strictly users. Still agreed we are the only solution that can meet his needs, but decides he HAS to show his new employees before signing.
Fine, here are your contracts, I'll get the demo rolling while you review. Agrees to that. Comes back with more red lines than any of my other deals here have ever had...some of them very legitimate. Enough that we are doing an entire turn on our legal docs to refresh and address these concerns. Okay, new contracts approved and sent over. Goes dark.....
Finally emails back saying "I had a couple things come across the plate, we intend to move forward, just got busy". I'd appreciate a reply to my other emails, but okay, you're continuing to tell me you're committed. Finally at the last week of October we get a "contract review" scheduled on the calendar, and he pulls the plug on one module cutting ARR. Two days later...signed.
Great buying until he made his hires. Then it was a shit show. Only reason I stayed committed was because every time he answered it was "I intend to move forward with you, I needed this yesterday". THEN WHY DIDN'T YOU BUY YESTERDAY.
Anyway...deal closed. More moving quick. Time to get into the q4 accelerators.
EDIT: Deleted last deal story because I put it in Sept because I'm stupid.
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