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dialnational profile picture

dialnational

Account Executive

Member
Fire Starter
Good Citizen
+1

Deals stalling after the demo ๐Ÿ˜–

In my 2-3 year career as an AE, I've had some success and some failures. Quotas hit and quotas missed.


What I've noticed lately is my deals start out hot with tons of interest expressed on discovery calls, and as I walk through demos. BUT when it comes time to set up a next step, I can feel the interest fading. Sometimes that follow up meeting will happen and we'll talk pricing/what not, but I feel I'm missing something. Perhaps it's like getting a girl's phone # at a bar (low commitment), and then failing to actually get a date set up when you follow up the next day (high commitment).


Is this a value problem? Do I need to do more validation throughout the process??


Last one: Has anyone gone through this and figured out a way to FIX IT?

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
๐Ÿ“ฃ Demos
13

15 comments

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braintank
Politicker
4
Enterprise Account Executive
Gotta find that pain. And that pain has to out rank other pains.
jefe
Arsonist
2
๐Ÿ
Yup. Deals are made during discovery.

Also, do you set up actionable next steps? Work back from when they want to go live/start/be up and running so you can hold them to their commitments?
Annonny
Big Shot
4
Account Executive
Sandler Submarine is a good thing to follow! Check it out! It has helped me getting to the next step in my deals!ย 
cornerback16
Valued Contributor
0
Strategic Accounts
On what platform?
SaaSguy
Tycoon
3
Account Executive
Do you have a trial or POC? Depending on the product some people want to try it before they buy it.

During your discovery also qualify harder - fully understand the decision making process and procurement process and pain before getting into a demo. A big part of qualifying is formulating a timeline by which they would NEED your solution, they will ghost less after demo if you have a timeline by which they need to be held accountable.ย 



Also is your demo any good?ย 
paddy
WR Officer
2
Director of Business Development
Have you tried peeing on your computer screen? That's worked for me in the past...
FormerStartupJobHopper
Tycoon
2
AE
This is a very common problem that I deal with as well. It will never go away completely and yes part of the answer is better discovery but I try to make myself be somewhat firm on establishing next steps. It doesn't always work, and sometimes I wimp out but it goes something like this, when I actually do it

"blah blah blah I'll send a proposal can we meet next week on Zoom to discuss"

"blah blah blah don't call me I'll call you"

"If you don't mind Mr. Prospect I find it difficult to stay organized and on top of a potential deal if we don't have a specific follow up booked on the calendar. Can we book 15 minutes for a specific time and reschedule if it turns out not to work? Don't feel like you need to come to this credit card in hand"

"wishy washy non commitall answer/I sense I'm just bullying them but there is hesitation"

"Sometimes Mr. Prospect, and this may not be you but I'm reading between the lines thinking it is, if someone is hesitant to book a follow up call, it means you think this may not be a fit for whatever reason. Am I reading that wrong?"

This will a good chunk of the time get the real objection(s) out and/or allow you to disqualify them.
dialnational
Member
1
Account Executive
like the disqualifying question... some people just don't like saying no which can lead to ghosting!! aka my worst nightmare
David_Warran
Valued Contributor
0
AE
Wanted to revisit this, I really like that approach and will try it out. Let's say in a scenario you're not talking to the decision-maker, how would you approach?

Do you have more tips or examples of disqualification questions?
FormerStartupJobHopper
Tycoon
0
AE
I feel it applies decently well whether talking to a decision maker about signing on the dotted line, or a non DM about getting the DM on the line. If it's a DM, frame it around signature. It's an influencer, frame it around looping in the DM. If they hesitate, same approach.ย 

My disqualification process is extremely blunt. That's just my personality and the only way that works for me personally. A final stab i sometimes take at it if I can't get a next step and I really think they are BSing me

"My job mr prospect is to stay on top of this discussion for the both of us. Typically what that involves is me reaching out to get feedback and establish next steps after an appropriate amount of time for people that are still interested. However sometimes, that step would be better skipped if someone has already made a determination that for whatever reason this won't happen at this time. You tell me, should I assume this is a 'no, for now" and let you reach out if this becomes a priority?"

something like that, I don't always do it word for word.
Sunbunny31
Politicker
2
Sr Sales Executive ๐Ÿฐ
Just a couple questions, off the top of my head:ย  ย during your discovery, demo and other conversation, did you determine a compelling event or anything to tie a decision to, regarding timeline that has to be met?ย  When providing the demo, did you tie back to the pain points/gap and value you uncovered in the discovery call, and show how your solution resolves those?
SaaSam
Politicker
1
Account Executive
This happened to me a lot during my 1st year as an AE. Not sure if it's the same issue for you but I found that was happening because I was giving away more than I needed to on the Demo. Once I started only demoing the shit that I knew they needed to see the problem almost went away

Justatitle
Big Shot
1
Account Executive
Yes, first demo discuss pricing. Itโ€™s literally the easiest way to tell if someone is serious or not. Leave ~20 minutes at the end of the demo to discuss the pricing. Then after price is presented with an estimated cost ask if itโ€™s justifiable and get their response. If they say no youโ€™ve got work to do if yes then ask how well it fits within what is budgeted. After all this if theyโ€™re relatively receptive youโ€™ve got strong buying signs. If not itโ€™s likely dead.
CuriousFox
WR Officer
0
๐ŸฆŠ
What is that client in particular having an issue with that YOU can help them solve?
JohnnyDamone
Opinionated
0
AE Inside Sales
Did you quantify the problem? How much does it cost this firm? Whatโ€™s the impact?

If you donโ€™t do that, deals stall
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