SportsSalesGuy

Enterprise Account Executive

How should I answer these questions about a very early stage opp to management and product managers

I have a call where I am going to be asked questions about an opp that is still very early stages and not really a big point in my pipeline. I have been given the questions ahead of time that they will ask but just wanted to get yall's opinion on how to answer these properly so I don't look like a schmuck. A lot of these I truly don't have an answer to because it is so early on. But my boss wants me to be able to speak to these if I get called on.

Again, this deal opp is in stage 2 not anywhere near cooked and still qualifying it to even be real to be honest, probably should be in stage 1. And contact with client has fell through quite a bit last couple of months with summer and now we got end of year projects. I have this slated out in Q2 next year, if that. I also did not cook this up, as it came from an inbound lead through a BDR.

Questions:

Potential deal blockers you see?
Why isn't this closing?
Help you need?
Next steps? (obvs find out more)

Any advice or help would be needed. I understand more context may be needed to help of course.

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12 comments

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CuriousFox

WR Officer

7

🦊

Typical EOY shit. Be honest.

SportsSalesGuy

Tycoon

2

Enterprise Account Executive

Exactly, also think it has to do with this specific product that could make up a lot of ground in revenue but is not selling as much as they hoped.

GDO

Politicker

2

BDM

Was thinking the same thing

jefe

Arsonist

1

🍁

Same old story

Phillip_J_Fry

Opinionated

4

Director of Revenue

This feels like management is just doing their due diligence to try and close anything they can in q4. They're going to try to push you to close before EOY if you give them any sort of inclination that it might have a shot.
The answer to all these questions is that it's barely a qualified deal and you are still evaluating the need. Include any information that you might have around their budget, budget cycle, key players in buying process, need for your product, etc. Unless you think it might close this year, I would be firm on saying that customer is adamant about this being a 2024 deal.

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

You just need to know your business. The questions have to do with any gaps you may have. As you get closer to the customer and the process, you'll be filling in those blanks and have specific answers to the questions; but as you note, you're early on. "We don't know that yet" is a valid answer at early stages, but have a plan in place for acquiring that information.
What you really should take advantage of is help that you need - what can you get from the business? Is it executive alignment? And when - now? Downroad? Is it a trial/POC or help getting a custom demo together?

Next steps are the things you'll need to do to get the gaps addressed and the deal moving forward. Best if you have customer agreement to the big picture as well.

But in short: know your business. Where you are in the process, the role your contact holds in the process and in their company. Who the business owner is. As much as you know about how they are going to make the decision. Etc.

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

Be honest but say you have a plan:
(1) "Based on similar opportunities we have seen <blockers> and have previously overcome them by <doing X>"

(2) "Because this is a relatively new lead, we have forecasted this for Q2 '24"

(3) "Because this is a new lead and we are qualifying it, I foresee needing technical assistance such as <X>, based on other opportunities we are working"

(4) Next steps - "Obviously we are going to continue to qualify and do discovery til we discover the signature on the contract!"

Revenue_Rambo

Politicker

2

Director, Revenue Enablement

What is Stage 2 at your company?

SportsSalesGuy

Tycoon

2

Enterprise Account Executive

Stage 1 Identification, Stage 2 Qualification

ThatNewAE

Big Shot

1

Account Executive - Mid enterprise

Typicallll stuffff I used to get asked too.
So: I answer honestly. As transparent as possible. If there's a chance that the deal might not come through, I will tell that as is wit ha solid reasoning. No point forecasting if there's a crack in there.

Help you need - Again, if there's something I need, I would ask for it.

Next steps and all should be documented in CRM, so I purposely share my screen with CRM notes in it - as a taunt because mofos just update yourself idiots.

alCan

Contributor

1

Account Executive

Under promise and overdeliver always. In other words, admit that you do not know yet, but explain that finding the answers are on your radar and when/how you aim to obtain them.

wolfofmiami

Opinionated

-3

🐺

Lie

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