friendlyginge

Account Executive

Valued Contributor

Holding them accountable during the final stretch

I'm working with the IT lead at an organization on a leadership-driven evaluation of our product. We've been through three rounds of demos, built up great rapport, and my POC has said we've checked all the boxes, he just needs final approval to get signed up. I was feeling good after we spoke on Monday morning, but it's Tuesday at lunch and the anxiety is starting creep in. My mistake was not setting a timeline or checkpoint this week before getting off the phone. I called and emailed this morning to try to get him back on the phone with no luck, and usually he's very responsive. I'm hoping he's just waiting for the go ahead from his team, but I feel stupid for not asking the right questions. I feel like at this stage I shouldn't be in the dark.

I'm about seven months into a new AE role, so I haven't been through the "final stretch" of a deal that many times yet! How do you hold folks accountable and keep them from going dark when it's time to sign? What would your cadence be with this POC going forward so as not to scare him off?

😎 Sales Skills

9

14 comments

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UrAssIsSaaS

Arsonist

6

SaaS Eater

I think you have already given yourself the feedback. Always set next steps, and control the context of the next interaction. We call it the "tarzan method" where you always set the next step before ending the prior.

As far as cadence its hard to say without knowing the industry or size of your prospect, but gross assumption would say once a week right now. More frequent if smaller.

friendlyginge

Politicker

1

Account Executive

Thanks so much for the feedback. Yeah I think I know the answer to my question but it helps to write it out while anxiously stuck in closing limbo! And also hear how other folks deal with it.

paddy

WR Officer

4

Director of Business Development

If you're comfortable with it and you've been good rapport already, send an email along the lines of:

"Hey if you want to move forward I'd really appreciate a response by Friday."

friendlyginge

Politicker

2

Account Executive

Why not! I’m using this ramp period to really push myself out of my comfort zone. I’ll give it a shot

paddy

WR Officer

3

Director of Business Development

If you’re really cool with the guy, just say part of your job is forecasting and throw your manager under the bus saying he’s pressuring you to give an answer lol

RedLightning

Politicker

2

Mid-Market AE

Great move. Almost everyone has a boss or group they have to report to

mitts2

Politicker

2

Account Executive

Good self-awareness on your part to identify your misstep on this one. In terms of cadence during the final stretch, I usually try and connect with my champion almost daily or every other day with other lines of communication including texting if possible (I work enterprise SaaS).

A slightly more aggressive move would be to send over a 15 min cal invite on your champs cal later in the week. It will definitely get their attention and should at least get you a response on what the cal invite is about.

friendlyginge

Politicker

0

Account Executive

Love the cal invite move, will definitely try that if I don’t hear back this afternoon

SaaSam

Politicker

1

Account Executive

Whenever possible at the end of each call I will actually schedule a short followup on the prospect's calendar in the event I don't hear anything sooner.

emooney

Opinionated

1

RSM

If they just told you on Monday hes going for approval, then i wouldnt worry too much on tuesday. Next time Have them outline the approval process, people, set a good time to reconnect, etc. But even when you fully understand the purchasing path, timelines, legal, etc., things can slow down, and people can go silent. Re iterate your value and the cost of doing nothing / downside of delaying. Getting this captured and agreed upon in discovery and solutioning is key for when a deal stalls

Blackwargreymon

Politicker

1

MDR

I think you have already given yourself the feedback. Always set next steps, and control the context of the next interaction. We call it the "tarzan method" where you always set the next step before ending the prior.

friendlyginge

Politicker

0

Account Executive

This seems like the best move! I hate feeling like I’m chasing someone. I have to be positive that I’ve done enough to get this over the finish line and they will be responsive!

Error32

Politicker

0

ISR

If anything, I feel like I can relate to them more, I wouldn't want emails from marketing too. Fair game.

Clashingsoulsspell

Politicker

0

ISR

If anything, I feel like I can relate to them more, I wouldn't want emails from marketing too. Fair game.

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