jackodiamonds

Account Executive

EOW/EOM/EOQ push - "sign by X date" - is this normal?

Lately it seems like the only advice my company is giving to get better and sell more is to push every single prospect to sign by a certain date and to offer a discount in exchange for that. They literally want us to ask on every single new demo we have if the person/company can sign by "X" date and it's being hammered into us every day. They are monitoring our call recordings to make sure we are doing it. Is this just run of the mill for most B2B SaaS sales orgs?

Does your company push you to do this?

Attached poll

Yes - a lot Yes - a little No

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7 comments

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MassholeMovesWest

WR Officer

Account Executive

I do think this is a good way to create urgency when the prospect doesn't have any. However, it's best when you can get THEM to come up with the date because then if they don't sign by "X," they're not only losing out on a discount from you, but they're pushing back their own business priorities.

CuriousFox

WR Officer

🦊

You need clear actionable next steps to hold them accountable too.

coffeeisforclosers

Enterprise Account Executive

I would say this is pretty normal. Our new push is that everything must be closed a week before EOQ. For example, April 23rd is our new EOQ date we share with customers. We say that we need at least a week for back-end processing on contracts, provisioning, etc. This helps ensure that you have some buffer time in case things slip. Our leadership is strict about making sure nothing is forecasted in Salesforce past this date and that we are hammering it home with prospects.

Stardust

WR Officer

President

Bad idea. Reduces the oppty to get full price or inc price on renewal. Once a discount is flaunted, customers will always expect one. Also looks desperate. We don't do that. Either they see the value or they don't.

SalesPharaoh

Big Shot

Senior Account Executive

I never encountered this X date specific, but am not surprised to find such a practice taking place.

SDMHGWarrior

Tycoon

CEO

Not a fan...but it can push the client to get off the pot

NorthernSalesGuru

Politicker

Manager, Outbound Sales

It’s one thing to push people to decide by placing a deadline and another thing to get the prospect to impose the deadline.

Dig deep during discovery to uncover pains, especially L2 and L3 and ask key questions related to how they make decisions to get the client to impose deadlines on them self.

The goal isn’t just to sell. It’s to sell good business and so while deadlines can be useful in some scenarios (depending on industry, buyer, solution type etc.), on larger ticket sales this doesn’t tend to hold much leverage, in my experience.

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jackodiamonds

EOW/EOM/EOQ push - "sign by X date" - is this normal?

Does your company push you to do this?

7 comments

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