The War Room

How long is too long to pursue a prospect? When do you stop and why?

When should you say no more, stop the communication and move on when prospecting? It is an interesting topic. I have just recently closed a 3 year deal with prospect I have been in contact with for the past 3 years! I did not bombard them with comms, I just let them know I was still there and what we offered, I made the communications relaxant to the changing times and what that might mean to them. I did not spend lots of time but just had a feeling this might close one day so stayed in contact. The question though is when do you stop and why?

πŸ”Ž Prospecting
WR Officer
Senior Account Executive
I don’t think there’s a hard time limit of β€˜too long’, I think it comes down to the nature of the relationship and how often you hit them up.
Totally agree with what you posted @fozzy, if the value of the account is there, and you keep the conversation casual and to basic updates and check in’s rather than bombarding them- it can pay dividends in the long run!
WR Officer
Head of Growth
If you have a wide open territory, then don’t waste your time on someone who doesn’t want to buy. If you have a limited territory, spend time with each account corresponding to their potential to buy and their potential contract size.Β 
Account Executive
Totally agree. If you have a limited territory, spend time on those who show immediate interest and those that have huge potential
WR Officer
Senior Account Executive
I like the way you played it. Cool, yet valuable.  You did good kid 😎
Account Executive
I’ll share an answer I shared on a similar post:

If my prospect / champion becomes evasive and I can’t seem to find any alignment on how to move forward or there’s just zero execution behind it... That’s when I stop trying to get a β€˜yes’ and I actively β€˜go for no’. Otherwise, some prospects will just string you along forever.Β 

But I don’t assume the β€˜no’. I get a real β€˜no’.
WR Officer
I nurture the lead until I’m told to take them off the distribution list. Some accounts just take longer >12-24 months
How to recover when you ask for someone who no longer works there?
Who is that One Prospect that you're going to keep chasing no matter if they never call you back (be specific or not)?
Anyone else want to tell their boss to F off but are waiting for a long overdue promotion?