SalesPharaoh profile picture
SalesPharaoh profile picture

SalesPharaoh

Senior Account Executive

Big Shot
Politicker
Valued Contributor
+9

How to deal with we're going to circle back in Q2 or the next Q?

Hi guys,

I'm working with a prospect here we had a technical meeting, then we answered all their questions. I asked for feedback over which option they want to proceed with technically their response was:


Yes, we are considering doing this in Q2. 

 

I will book a call to work on the timelines with you guys. 


What should I do in this case?

🔎 Prospecting
👑 Sales Strategy
21

30 comments

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CadenceCombat
Tycoon
5
Account Executive
Suggest an earlier meeting to breakdown a Joint Execution Plan to make sure the deal doesn’t slip further. This should be a list of objectives required as part of your sales process with a tentative due date and the person responsible for the deliverable in question.

For example:
Let’s say you need to have a signed agreement by April 30th and this task involves you, whoever the signing authority is in your company and the signing authority from their company. 

list everything of significance leading up to this point in the same way. Is there a lead time on your product / solution? Is there a target go live date? Well, chart out everything required to make that go-live date possible.

Take control and be proactive! Good luck!
SalesPharaoh
Big Shot
4
Senior Account Executive
Man i've never done this so thank you really. Should have you as my mentor given that you respond the most to my questions. Appreciate it.
CadenceCombat
Tycoon
3
Account Executive
Would be happy to. Curious to know how the mentorship program will rollout actually because I'm interested to become involved. We can circle back on this when it becomes clear. Cheers
SalesPharaoh
Big Shot
1
Senior Account Executive
Wait, is Bravado planning to roll out one?
CadenceCombat
Tycoon
2
Account Executive
Seems that way, yes. Not sure what the timeline looks like though.

Can you share some details about the mentorship program @GeneralCorp ?
GeneralCorp
Notable Contributor
3
General of The War Room
Mentorship is absolutely going to be rolled out. However it still a quarter or 2 away. Right now the focus is the mobile app, portfolio, and notification system. (as well as feed tweaks/bugs etc)
CadenceCombat
Tycoon
1
Account Executive
Right on 🤘
SalesPharaoh
Big Shot
1
Senior Account Executive
Thanks for your contribution @GeneralCorp if you need volunteers I may find some for you guys if you are ok for remote interns from Egypt, I can ask my uni to get you students. Anything to help.
SalesPharaoh
Big Shot
2
Senior Account Executive
@CadenceCombat Bro just got a reply. You are awesome man, the guy ghosted me for 2 weeks and just replied after I took your advise! We having our call on Thursday. Will keep you posted.
GeneralCorp
Notable Contributor
1
General of The War Room
<3
CadenceCombat
Tycoon
1
Account Executive
I gotchu 👉😎👉
SalesPharaoh
Big Shot
0
Senior Account Executive
🙌🙌
ruca1213
Contributor
1
Regional Sales Director
Sales hacker has an awesome mutual action plan template - cadence combat has a great idea and it sounds like
they use something similar 

https://www.saleshacker.com/mutual-action-plans/#s1

you can grab their template - works wonders!!!
SalesPharaoh
Big Shot
0
Senior Account Executive
Thank yiu for sharing this!
DaveFromCollege
Notorious Answer
3
Account Executive
Absolutely taking notes here, this is awesome.
Salespreuner
Big Shot
0
Regional Sales Director
Noting this right Away
avocadobegood
Valued Contributor
4
MM Account Executive
@CadenceCombat got you your answer here but just wanted to double back on this with some similar feedback (i agree with him totally).

What I'd recommend as a way to not have to (or least decrease the possibility) re-book that meeting as you did in that situation is to take preventative measures against the prospects timeline vs. what the prospect may be thinking regarding a true eval or "re visit x" timeline.

Whatever it is, joint execution, mutual action plan, all the same jazz - bake your technical call INTO one of these before having a technical call. Every company is different, but across my last three SaaS selling roles somehwere between an initial demo and ROI call I'll book 30 - 45 with my champ (s) to cover the plan, walk through the steps, and check for their buy in at every stage.

This is going to do two things...
1) DQ them before you get a maybe in your pipeline down the line - wouldn't you rather them waffle at the question of "you've seen the demo and you agree it has value - would you like to mutually enter into this evaluation and build a plan forward on this document?" (something like that) as oppsed to running techincal calls, committing resources, etc - only for them to be like "eh maybe later" , etc

2) Gives them ownership over the process. If number 1 is a yes and you know you're not wasting your time, allowing them to collaborate here takes them out of a sales process and into a buyers journey, gives them visibility into the process and what needs to be accomplished, while building in continual champion testing (got u x deliverable by x, etc)

again - cadencecombat covered it really well, just my (slightly more detailed) .002 here. good luck with the deal!!
SalesPharaoh
Big Shot
0
Senior Account Executive
Well definitely will take that into action because your detailed approach. Ill have my meeting with my champs here covering our plan before we go over it with the customer on Thursday. Or should I do something more too?

P.S. your sequel is very good
SalesPharaoh
Big Shot
1
Senior Account Executive
Keeping you and @CadenceCombat posted. The meeting went well, I got for the 1st time verbal commitment when I asked them directly this plan I've developed for you if you are 100% because ill start the countdown from Sunday. They were like yes we are go and will share our resource planning with you once you deliver on the date x. So thank you guys. 

@avocadobegood i spoke to my technical was great to have them tell me their timetable and as well as mine so things went very smooth and they were on board.
Salespreuner
Big Shot
0
Regional Sales Director
Amazing Strategy 💯
goose
Politicker
2
Sales Executive
Just so I understand this correctly, your prospect gave you a timeline when they want to consider your solution and you are asking what you should do?  Get commitments and go find more deals for your pipeline.  Do you think you will do something to alter their buying timeline?  

Please don't say discounts...
SalesPharaoh
Big Shot
1
Senior Account Executive
No no, we went over pricing  integration and everything and out of the blue they told me well let's talk next Q without any commitments.

What I did is I had a joint Execution plan meeting where we discussed a tentative timeline for what will happen. To my surprise they shared with me their internal timeline so therefore I bluntly asked them are they commited with us so I can meanwhile prep the remaining technical requirements and they said yes. 

Thankfully things are going as per the bkth agreed timeline thanks to the suggestions of people in War-room that told me what to do. And im glad I didn't offer any discounts.
Blackwargreymon
Politicker
1
MDR
Gives them ownership over the process. If number 1 is a yes and you know you're not wasting your time, allowing them to collaborate here takes them out of a sales process and into a buyers journey, gives them visibility into the process and what needs to be accomplished, while building in continual champion testing
MaximumRaizer
Politicker
1
Sales Manager
DQ them before you get a maybe in your pipeline down the line - wouldn't you rather them waffle at the question of "you've seen the demo and you agree it has value - would you like to mutually enter into this evaluation and build a plan forward on this document?" (something like that) as oppsed to running techincal calls, committing resources, etc - only for them to be like "eh maybe later" , etc
Clashingsoulsspell
Politicker
1
ISR
list everything of significance leading up to this point in the same way. Is there a lead time on your product / solution? Is there a target go live date? Well, chart out everything required to make that go-live date possible.
captainav
Old School Bravo
0
Head of Growth, Partner
They have no respect for your time or haven't made enough sales themselves to include you in their budget. Move on as quickly as possible.
SalesPharaoh
Big Shot
0
Senior Account Executive
Most cases I agree yes but I think this case needed more assertion. 
TheRealPezDog
Notable Contributor
0
Account Manager
YOU book the call
MR.StretchISR
Politicker
0
ISR
Suggest an earlier meeting to breakdown a Joint Execution Plan to make sure the deal doesn’t slip further. This should be a list of objectives required as part of your sales process with a tentative due date and the person responsible for the deliverable in question.
Mr.Floaty
Politicker
0
BDR
Just treat it like a warm intro to any lead but try to give the prospect a bit of the white glove treatment.

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