Hey guys,
I just had this happen on some very early stage deals (pre set disco call) and am curious to see how other people typically loop people in when that happens.
Thanks!
point of contact getting fired or leaving the company
6
TBH, this can be a great opener for better buyers or it can flush out there wasn't a deal in the first place.
A cold call with, "I was working with NAME OF CONTACT, but it appears he has taken an opportunity elsewhere. Based on the conversations we had, I believe we can solve X business problems" is a great way to open lines of communication upstream.
Or you call senior leadership and are told "No way we are interested in that" and you get the second-best answer in sales, a no. Nothing worst than wasting time on a buyer who won't ever actually be able to buy.
A cold call with, "I was working with NAME OF CONTACT, but it appears he has taken an opportunity elsewhere. Based on the conversations we had, I believe we can solve X business problems" is a great way to open lines of communication upstream.
Or you call senior leadership and are told "No way we are interested in that" and you get the second-best answer in sales, a no. Nothing worst than wasting time on a buyer who won't ever actually be able to buy.
Exactly this! I find that these situations result in faster power alignment - or a quick DQ
You're going back to square one but I don't think it hurts to say "I had a meeting with X. Does it make sense to have that discussion with you?"
Good reminder not to be single-threaded though.
Good reminder not to be single-threaded though.
Good point. It was just weird that I had a note to follow up with 2 accounts today and both POC's emails bounced as "no longer with XYZ"
Layoffs are going around right now at some places. Rackspace just slashed 1,000 people last week, for example.
I had 2 late stage deals (combined north of 600k ARR) push at least 6 months because the IT director unexpectedly left in June.
2021 created a hiring void in certain spaces plus a shift to remote hiring. Some verticals booming and others are struggling. Short story lots of movement, diversify your buyers!
2021 created a hiring void in certain spaces plus a shift to remote hiring. Some verticals booming and others are struggling. Short story lots of movement, diversify your buyers!
Perfect excuse to go higher in the org!
Don't forget to check where your POCs went and see if they're interested in your product at their new gig
great plan!
It s a step back. On the other hand it s an advantage. You have more knowledge compared to the replacement.ย
Related posts
Members only
Should I be concerned if multiple people are quitting the team all at once?
84%
Yes, clearly something is going on
16%
No, chill out
216 people voted
10 comments