braintank

Enterprise Account Executive

Lost a deal, berated by founders

Found out Friday we lost a significant deal ($350k) to competition. I

Insult to injury, same afternoon I got dragged (virtually) in front of 10+ our leadership team to be publicly shamed by co-founders.

Was told by CEO I didn't build value nor develop relationships.

In my defense I had standing meetings with the prospect 3x a week for 3 months. I also brokered and participated in 3 meetings with prospects execs and my executive team (the same people who were dressing me down).

When they learned pricing was main objection (we started off 2x the price of competitors) CEO said "let's just give it to them for free".

Pressed for more details on what went wrong I said having 3 resellers in the mix (all quoting us and the competitor who won) made things challenging they told me I was wrong and that it "actually makes it easier!"

My sales management team stood up for me best they could but were reluctant to get the cannons aimed at them.

Call descended into a debate about partner and pricing strategy, with CEO evantually directing his ire at the product team for "not building fast enough."

Multiple people from my sales management team checked in with me over the weekend to say they've "never seen anything like that."

Chalked it up to immaturity (late 30's) or perhaps cultural differences (Israeli) but underscored that's no excuse.

I confided in my close friend who works in another division. They said this exact thing happened last Q and it blew over. Find another rep to scapegoat and blow off steam.

I love the product and my team... but seeing this side of the business was hard.

What would you do?

🙏 Mental Wellness

😤 Conflict Resolution

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46 comments

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revenuegenerator

Praised Answer

13

Sales Management

I would do a post mortem on the deal with my management, to identify where I could have done better. Go back to work monday, pick up the phone and implement what I learned from the post mortem.

If it becomes a consistent, toxic theme, then I would walk.

antiASKHOLE

Tycoon

8

Bravado's Resident Asshole

Wow. What a kick in the dick. Sorry about you luck on that brain. Have any red flags like this appeared before this weekend?

braintank

Politicker

3

Enterprise Account Executive

Nothing like this. Honestly it was a total shock.

SoccerandSales

Big Shot

6

Account Executive

I would start looking to leave, it sounds like you did a good job with a deal that ultimately wasn’t the right fit for the buyer. If the exec team isn’t mature enough to realize that isn’t necessarily on you, or mature enough to have a 1 to 1 conversation about it, f em

Sunbunny31

Politicker

5

Sr Sales Executive 🐰

Is this otherwise a good job for now? As in, if you can ride this out while you start looking on the side, I would. They do sound very inexperienced and not willing to listen to the people they hired, the sales managers, to be the experts. And re the comment about giving it away - how’s that going to scale?

braintank

Politicker

6

Enterprise Account Executive

Exactly. I'll see the vibe over the next month or so. Luckily I have quite a bit scheduled to close in October. I've got a solid pipeline and love the product...

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

I hope it's just a moment of head scratching on your part and that's it. I know we've all been through some uncomfortable lost deal calls, but that's a new one.

Notmyrealname

Politicker

4

AE

I'd walk. That's it. That's the comment.

Stardust84

4

Associate Store Manager

Gracious exit. No bridge burning. Start looking and give them proper notice when you are ready. If this is their work culture, they won't survive.

TheQueenofDiamonds

Politicker

4

Account Executive

So sorry! I feel your pain. Do you have anything else in your pipe? I think a nice win (even if small) will turn things around for your confidence. I wish I had DMs to see if I can help more (stupid android)

Sending hugs 🤗

braintank

Politicker

4

Enterprise Account Executive

Thanks! I've got other deals up my sleeves so hoping to change the story quick.

TheQueenofDiamonds

Politicker

0

Account Executive

Sending good vibes 😊

CuriousFox

WR Officer

4

🦊

I'm very sorry to hear this. Is your job on the line?

braintank

Politicker

3

Enterprise Account Executive

That's the worst part. I don't know...

My numbers are good and I have a good brand/reputation in the org, but this call was so out of left field I don't know what to think...

jefe

Arsonist

3

🍁

That's brutal. Bad enough to lose the deal, but to then get tarred and feathered!?

Glad your direct management had your back.

Is there a lot keeping you at this place? Because this is toxic af..

braintank

Politicker

3

Enterprise Account Executive

There is -- specifically bunch of other deals

jefe

Arsonist

1

🍁

Ahh yes of course. Perhaps when you close those out you can see what else is out there.

northstar

Valued Contributor

2

VP

I would start plotting my exit out of the place. Seems to me like a terrible culture and even if you stay and grow there, you may end up becoming the kind of manager that would also put another person in the same awful position.

cashmachine

Politicker

2

AE (Account Executive)

sorry you had to go through this man. dust off the resume & start prospecting for a better place to land. they need to respect you just as much as you do them.

or, if you really want to stay there, bite the bullet & continue on.

Kosta_Konfucius

Politicker

2

Sales Rep

Is this common or is there a lot more pressure due to the economy. Assuming your sales team doesnt have a 99% win rate, there is probably a large lost deal a lot

braintank

Politicker

2

Enterprise Account Executive

I think this one stung becuase we lost to a specific competitor who has becuase a thorn in our side recently.

DungeonsNDemos

Big Shot

2

Rolling 20's all day

First of all, I'm sorry you had to get dragged under the bus on this.
If it was your best effort and there was nothing you could do then continue to hold your head up high and look towards the next deal. No one can win every opportunity put in front of them.

Just learn what you can from this and always keep your ear to the ground for more chances to win or go somewhere you can win. Sales is part perseverance, but also making the smart play.

mastersfan

Opinionated

2

Account Executive

I’d leave. There are too many asshats running companies that need to be knocked down a few pegs

Gasty

Notable Contributor

2

War Room Community Manager

I just wanted say how you've, very appropriately, tagged this under 𝐦𝐞𝐧𝐭𝐚𝐥 𝐰𝐞𝐥𝐥𝐧𝐞𝐬𝐬.

Justatitle

Big Shot

2

Account Executive

Smile, keep on keeping on, and submit my resume to everywhere else because f that CEO.

ChickenDinner

Politicker

2

Account Executive

I'm so sorry about that. No advice, just want to say that sucks

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

Been there. I know what you’re going through.

I would just chalk it up to inexperienced/immature mngt team and move on. There are winners and losers in every deal. Hopefully you have a deal you can close quickly and all will be forgotten.

Marcus_Aurelius

1

Owner, exec recruiter, former EVP

Be cool under fire and don't need strokes when you're doing well. The ups and downs of sales & business will be rough if you let emotions, theirs or yours get you down. When others cry and run because of the heat you have no competition. You said their tirades blow over, and you like the product and team. Stick with it, then. When you land a whale, and you're the top dog, just say yeah, that's what you pay me for, bro.

JMSwiggidy

Politicker

1

Enterprise Account Executive

Yeah I’d be looking to exit asap, if not quit in that meeting. I don’t put up with SLT who treat their employees like that. Culture starts at the top.

Boortha

Good Citizen

1

Enterprise account executive

I’m a fan of having “come to Jesus” talks with management to let them know where you are and how seriously you’re considering leaving.

ZVRK

Politicker

1

Enterprise Account Executive

Best thing you can do is start looking. You took a lot on this meeting so probably they`ll be off your case for a while and you`ll have the time.

This kind of event is a huge red flag, i mean if this repeats every Q or for every lost (big) deal, what kind of life is that?

Good luck on your hunt, I`m sure you`ll land somewhere they appreciate you more!

ChumpChange

Politicker

1

Channel Manager

Do what you can where you're at with what you have. If you checked all those boxes then they can eat a bag of dicks. I've had my fair share of these throughout my career. It's easy to point fingers when you're not in the trenches. I wouldn't take it personally.

Productsecuritysales

1

Enterprise Sales

First I would analyze what could have you done better, look within and come up with suggestions/learnings to not let that situation happen again. I would then go to my direct boss who should always have your back and understand why he/she did not when the cannons were focused on you. When I make a mistake I don't blame my boss, I blame me, I also know my boss would have my back, that is what they signed up for right? Your boss probably would have gained more respect from the C levels if he/she stood up for you on that call.

I have been in and seen situations where the founders or upper level management are "engineered focused" and are unable to let go of their baby to sales management. I would definitely determine if this is the case and lobby for that trust so you can do your job(s) more effectively.

Your company may be under stress, it should not flow down to you as you are the feet on the street and the face of the company with customers. Good luck.

climbingmywayup

Personal Narrative

1

VP

Unfortunately, I have heard of this story before from others so you are not alone. That said, understand your worth and work where you are valued for it.

JatinRajvanshy

Personal Narrative

1

Sales Management-Australasia, Middle East & Africa

Hi Braintank….<br>First thing that I can say is that the deal was not fair…. I fail to first of all understand why there was 100% price difference. It’s probably a mistake in understanding the user requirement specifications either on your part or your competitor’s.<br>If still this is the price difference then the customer would have been educated technically first to establish your price. Never too late to do this analysis to avoid them in future.
Yes, your company must understand this if they were also directly involved. I wonder why didn’t they think about this earlier ??

TheNailBiter

1

Brand Solutions Lead

Look out, find something and leave. Losing the deal becomes insignificant front of what happened to you AFTER. Parading you like that and publicly shaming you is not about losing the deal. It was done as a message to everyone else - to show them who's boss and what happens if you lose.

SteveD

Member

1

Sales Director

“Success has many fathers, but failure is an orphan?”

Everybody wants to take the credit for a success, but nobody wants to accept responsibility for a failure

ken.weaverjr

1

Area Sales Manager

Stay close to them, check in every other month, share industry news with them. Maybe something will come up in the future. They could realized they made a mistake and call you back.

m22

Executive

1

Account Executive

Any update on this?

It's one thing to be dressed down by a customer that meeds to blow off some steam. Catching it publicly from the Chief feels shitty. Immature and shortsighted.

Hopefully someone in management has CEO's trust and can tell him there are more productive ways.

One instance is rarely enough to jump from an otherwise good situation. But, you'll likely never leave your guard down around them.

I have business owner friends of the same culture. Behavior is not shocking if it were SMB, Enterprise is a little different.

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