fidelcashflow

Account Executive

Valued Contributor

How do you push deals across the finish line that are literally inches away?

I think I've done everything I can but how can I get some deals across the finish line?

I have several deals that have been verbally committed to and are going through either legal, security, or procurement. I'm getting the silent treatment and not sure how to proceed. I've called and emailed all of my POCs and even other people that I have not met but are involved in the process. I've been patient because I've had the verbals for a month but it is now the end of March 😳 Time fucking flies. I'm usually used to convincing people of committing before the month ends but now I'm in a situation of convincing people to just hurry the eff up. Yes, better problem to have.

The one deal I really want is killing me because my POCs are not even reading my emails. It has been a little over a week since I've gotten a reply. But that last reply was them saying they need to approve the terms and then they will sign.

I try my hardest to never do the "discount for signing before the month ends" bs. It's not a real tactic.

Thanks gang

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👍 Sales Process

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Pachacuti

Politicker

4

They call me Daddy, Sales Daddy

fidelcashflow

Catalyst

1

Account Executive

cant when its end of q 😂 ive already been patient enough

Justatitle

Big Shot

3

Account Executive

Once they say "we need to get terms approved" then we'll sign. Did you ask them how long term review will take? if you did and they say 3-4 days or 2 weeks, you have then given a great reason to follow up after given timeline. If they say something outrageous like 2 weeks or longer you can go with forced empathy, here's what I mean, "Hey it's my EOM coming up, Understanding that legal resources are always stretched is there any way this can be expedited in order to do this ahead of April 1." Based on what they say you can always fall back on a bs discount in order to get it approved like a 5 or 10% offering.

unclespacejam

Politicker

3

ur dad’s brother

@fidelcashflow these are always tough dog. I had two deals in the exact same spot in August of last year. Commercial terms and negotiations dragged all the way to early December. Throughout that process there were several weeks I wouldn’t get any answers from them. The one deal specifically had a total shift of exec leadership right smack in the middle of that 3 key leaders left the org.

All this to say, there’s likely a totally acceptable reason for this, and it may take some more time.

Hard agree though that you should absolutely follow up with a polite “hey wtf is up bud?”

fidelcashflow

Catalyst

1

Account Executive

Yes. The painful part is I have gotten extremely vague answers. Nothing solid. I can't work with that. One of my contacts actually replied today and gave me the most bs response: "I'll try reaching out again and let you know" 😐

They are creating an issue. Because I have some large Enterprise companies that have been transparent and told me hey this is gonna take a long ass time, a month plus. Great, no problem, you're Q2.

I love your way of asking for the sale now. I'm saving that as a template and using. well, I already did with another prospect and got a verbal. Extremely helpful comment! fuck ya!

SalesBeast

Politicker

2

Sales Director

Shut down any trial access to product is first step. Second you can tell them you have management down your throat (if you get along well with your POC at the company) and ask them
Kindly for an update.
You do NOT go around them or go to other lower or higher level contacts. That will piss them off.
Don’t hesitate to send a second email to ask status. Just don’t send on back to back days, give at least 4 days before firing off a second call/email to check status.
Offer them up support or help is typically what I do. ‘I wanted to see if any questions came up or if any confusion with anything in the contract? I am happy to help. Also if anybody is out of office or might be a delay, please keep me posted and an open line of communication so we can work together.’
Act like you are helping them not just another dumb sales rep ‘checking where the contract is at’.

fidelcashflow

Catalyst

1

Account Executive

I'd rather be upfront and be like yo this is for me, i need a favor vs the mgmt on my ass approach. but i get your point.

thats funny because I feel like follow ups should be every handful of days or so. It doesn't make sense to message someone everyday. I would get pissed off as a buyer. One of my old managers told me you have to follow up every single day, which is fucking insane. I'm never doing that.

Giving them support is good, i like that.

emerge.life

Valued Contributor

2

Field Sales Development Executive

I'd say it's definitely worth asking them to put a number on their decision. How many days is a couple of days?

detectivegibbles

Politicker

1

Sales Director

"Hey Billy Bob -
I tried reaching out a few times regarding this project but hadn't heard back....

How do we proceed on this?"

Other posts are good, this is a byproduct of being in sales. It happens.

CuriousFox

WR Officer

3

🦊

I love you used Billy Bob 😆

detectivegibbles

Politicker

1

Sales Director

BigShrimpin

Catalyst

1

Account executive

honestly theres nothing you can do at any point to make a deal close short of blackmail or gunpoint you can only set up everything to favor that outcome

as long as youve done everything right you shouldnt sweat it just keep the pipeline active enough 1 deal isnt make or break

Beans

Big Shot

1

Enterprise Account Executive

Joint Execution Plans - dates associated with all the final steps where you hold each other accountable to meet them.

fidelcashflow

Catalyst

1

Account Executive

how have these worked for you? I tried them at one company a while back and they did not do anything. maybe our format sucked.

Beans

Big Shot

0

Enterprise Account Executive

Timing is the most important, and you can lay the groundwork early by setting dates/expectations/steps over email before taking it to a live doc.
But you need their buy-in, super important to test your champs without pushing them too hard to make these work.

fidelcashflow

Catalyst

1

Account Executive

Update*

Not sure wtf happened but damn, the sales gods said you aint going down like a punk. I closed 4 deals today almost out of nowhere 🤓 one of them closed from a friday meeting last week, WTF. I love you guys so much and I know ya'll put that energy out there with these comments. This is why we do this shit. literally hit my # and It isn't even counting the whale i still need + some others. Much love to all ya'll and I hope this energy and *Luck goes back around ❤️

BlackVNeck

Good Citizen

1

Mid Market Account Executive

Nothing. You're on their timeline. They are not on your timeline. They have a process they have to follow. This purchase is a part of a project with its own timeline. Your quota is of no importance to them.

fidelcashflow

Catalyst

1

Account Executive

you are 100% right. So what I did was I led with that on 2 deals. I told them this is literally a personal favor and my job is to sell. One guy replied "why cant we do this monday?" I told him this is all for me and my Q ends on Friday. the two deals that I was transparent with, ended up signing before monday. i could have told them that I have bent over backwards for them over the last 2 months but they already knew that. I didnt need to say that. I asked for a favor, they knew they owed me. Fuck it, ask for the god damn sales for your own reasons. unless you havent done shit for them

BlackVNeck

Good Citizen

0

Mid Market Account Executive

That’s awesome. Congrats. I had the same experience. I Asked them if they could sign on Friday to help me with my quota but understood if their procurement process wouldn’t allow it. Fortunately it did and they signed!

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

At this stage in any engagement, I set up cadence calls. Either once a week, or more frequently, depending on what’s happening. Tis touch point enables both sides to connect, review where things are, any outstanding items, things that may have arisen, etc. Even if the call is 5 minutes to confirm things are still in procurement/legal and are still moving for close on the agreed upon date, it’s a touch point that you’ve mutually agreed to, and it keeps you from feeling in the dark.

fidelcashflow

Catalyst

1

Account Executive

yup this is what I do up until I get a verbal essentially. I never leave a first call without the 2nd booked and i never leave the 2nd without the 3rd booked. sometimes its just 5-10 mins like you said. I'll remove the touch points once I'm convinced they are going to buy. I'd like to keep them going (of course for my own benefit) but I normally get shutdown once they are convinced.

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