The War Room
Advice
Post

Sending a (relatively) cold Docusign

I have a deal that I'm getting a lot of pressure on from mgmt to close this month (shocking I know). I have the C suite involved and have generally heard good feedback. I just need one guys approval in Procurement, and it's a Procurement solution. The C suite champion I have said he'd have an answer for me by last night and to call him, didn't answer. Do I send the Docusign? I sent the quote in an old email chain but got nothing from that either, called again today, also nothing.


Lmk ideas on the ghosted or cold docusign

๐Ÿ‘‘ Sales Strategy
๐Ÿ’Œ Cold Emailing
โ˜๏ธ Software Tech
9
SlinginSoftware
Politicker
+7
Account Executive
I used to do this regularly smaller deals and had some decent success. Are they any concessions or discounts that expire at the end of the month? If yes, this is where Iโ€™ve found this tactic effective - โ€œWith your discounts expiring at the end of the month, I wanted to ensure you had everything you needed to take advantage of the special pricing. Once the division is executed, weโ€™ll get everything processed ASAP!โ€
SlingingShelfware
Good Citizen
+2
Account Executive
Oh yeah, extra users and some "manager approved discounts". Also a pushed off start date to be accommodatingย with competing projects
SlinginSoftware
Politicker
+7
Account Executive
In that case (and some may disagree), I would send it. This is usually more of an SMB play, but youโ€™re essentially trying to help them with better pricing by ensuring they have everything they need to wrap up the deal.
SlingingShelfware
Good Citizen
+2
Account Executive
This is our smallest possible package with a discount so I'm going to send it and pray. Nice name also
SlinginSoftware
Politicker
+7
Account Executive
Ayyyyyye - just noticed yours as well haha. Let us know if it gets it done!
Do.it.for.the.checks
Politicker
+7
Account Executive
I'd send it with a note about trying to make it as easy as possible to take advantage of the discounts
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
Whatever the hell you do, don't send procurement a cold DocuSign. They will eat you alive, spit you out, and use your remains to build their nest of self-importance.

Instead, realign with the c-suite team and ask them if this is still a realistic opportunity they'd like to pursue.
CuriousFox
WR Officer
+13
Senior Account Executive
I agree. You could end up screwing up all of the hard work and progress you've made this far. Not worth it IMO.
Da
DamianLillard
Good Citizen
Enterprise AE - field
If your C level contact is power and has given a verbal, send him the DocuSign directly and let him forward it to procurement. That way the right guy gets it but itโ€™s not rando sales guy sending procurement a cold DS
LordBusiness
Politicker
+8
Chief Revenue Officer
Make it personal. Is the champion emotionally connected to what you want to happen (the deal getting signed). Of your champions is c level, just be real with them, then will understand. โ€˜Lots of eyes from leadership on this one, just give it to me straight, so I can set expectationsโ€ - remember there is a human on the other end of the email. Speak to that, snd it usually works out
cw95
Politicker
+6
Pricing Executive
This is brave, reading these comments I may have to do it also! Whatโ€™s the worst that can happen?
GrizzleMcThornBody
Politicker
+10
EVP - RevOps
Iโ€™ve read a lot about this but never sent a cold DocuSign. We have complex agreements that always get redlined. Maybe after the redline process Iโ€™ll start sending them cold and see how it goes.
TheNegotiator
Politicker
+7
VP of Sales
Hate to say this, but cold DS is one of the weakest sales tactics and a great way to piss prospects off. Do not send a DS until the deal is closed. . Zoominfo does it to me and I think itโ€™s pussy shit every time I renew with them. . I have reps who do it and want me to authorize the DS being sent out. I afford them a lot of freedom and want them to grow and learn the sales process themselves. More often than not Iโ€™m in the loop on their deals/know their decision makers and caution against it, but let it fly if they insist. More often than not, on like a 25:1 scale, Iโ€™m right and itโ€™s a bad move. . IF youโ€™ve closed a deal, send the contract. Itโ€™ll come back signed even if it takes 2-3 days. IF you havenโ€™t, DONโ€™T rush it. And youโ€™ll know when you have/havenโ€™t. . IMHO
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