JohnnyMac

SMB Account Executive

Pushing deals

Hey Savages! Just for some background context, this is my second year as an AE and things for Q3 aren't looking too hot, for a second year in a row. . .

Now, I've had a few deals lined up to close this and next month however clients are saying they need to push them out to September for a board meeting, and they need to include the spend in next years budget.

I don't think I can be alone in this, but any ideas on how to get things back on track for this quarter?

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12 comments

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braintank

Politicker

Enterprise Account Executive

Have your exec reach out to theirs?

CuriousFox

WR Officer

🦊

I was about to write this exact sentence. Get out of my head.

Gasty

Notable Contributor

War Room Community Manager

Show them what they'd lose out on? [Opportunity Cost]

TennisandSales

Politicker

Head Of Sales

soooo you probably wont like my answer.
There may be nothing they can do.
if they have to get the boards approval and the next time they all meet is next month, than you may be screwed.

a tip for next time. you need to see this coming. Its part of your job to understand their buying process as well as you can. i am always asking what happens next.

you cant know everything obviously, but if I was your manager I would ask you why didnt you know this was going to happen.

I would continue to get creative with some of the other suggestions below though

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yep, part of the sales conversation should be to have them tell you their process and steps to getting a contract executed. If they tell you they need board signoff, you'll need to ask when that meeting is. Also understanding if there's a threshold on deals for when they do/do not need additional executive or board approvals is going to be important.

braintank

Politicker

Enterprise Account Executive

Delay payments?

TennisandSales

Politicker

Head Of Sales

this isnt a bad idea as long as you still get $$$. ive worked at comapnies where as long as the payments are delayed within the quarter you still get credit for that quarter, if not it doesnt count until the quarter payments start.

salesdadinhis30s

Fire Starter

Enterprise Account Executive

One approach could be taking the time to discuss the intricacies of BUDGET with them. Do they have discretionary budget? Do they have projects where they can align your solution it and fund from their pockets of earmarked funds? If they bought your service, would another business unit also get value from it--and if so, could they help fund? Are we over your signing limit--and if so, what number is that? Etc. etc.

Also, considering your comment about having a FEW deals pushing, this sounds like a pattern. You probably know this already, but getting clarity on buying process and budget early will help prevent this in the future. I heard an interesting tactic I'm trying just now which is asking to get in contact with procurement early in the sales cycle... "out of respect to your buying process, would love to chat with your procurement contact to understand what that looks like--when you feel comfortable to make the intro" kind of a thing.

Good luck!

someoneinsales

Tycoon

Director of Sales

Ask them if they are willing to share what is important to the board and see if you can align your solution to expectations of the board. IF it aligns, go for the close and show them how this will make them look even better in their board meetings.

If your solution doesn't impact board alignment and you need to close the deal, see if they would be willing to buy with an opt out clause if the board pushes back.

Sometimes they will use the board as an excuse to not make a decision and maybe they don't see the value in what you are trying to provide.

Ask them what would come out of the board meeting that would keep them from moving forward.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Contingency is still way to go. How does your comp work? These are important questions to address when posing a question asking for help on how to secure for the quarter.

ChumpChange

Politicker

Channel Manager

Highly doubt you can get it to push it through before a board meeting. That's typically a leadership scramble to get everything in order which is probably why you're seeing buyer resistance. I would start planning on a circle back after their board meeting.

RedLightning

Politicker

Mid-Market AE

I'm running into the same thing more so than usual

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JohnnyMac

Pushing deals

12 comments

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