SlingingShelfware

Enterprise Account Executive

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

👑 Sales Strategy

💌 Cold Emailing

☁️ Software Tech

13 comments

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SlinginSoftware

Politicker

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 I’ve found this tactic effective - “With 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, we’ll get everything processed ASAP!”

SlingingShelfware

Good Citizen

Enterprise Account Executive

Oh yeah, extra users and some "manager approved discounts". Also a pushed off start date to be accommodating with competing projects

SlinginSoftware

Politicker

Account Executive

In that case (and some may disagree), I would send it. This is usually more of an SMB play, but you’re essentially trying to help them with better pricing by ensuring they have everything they need to wrap up the deal.

SlingingShelfware

Good Citizen

Enterprise 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

Account Executive

Ayyyyyye - just noticed yours as well haha. Let us know if it gets it done!

Do.it.for.the.checks

Politicker

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 Lieutenant

☕️

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

🦊

I agree. You could end up screwing up all of the hard work and progress you've made this far. Not worth it IMO.

DamianLillard

Member

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 it’s not rando sales guy sending procurement a cold DS

LordBusiness

Politicker

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. ‘Lots of eyes from leadership on this one, just give it to me straight, so I can set expectations” - remember there is a human on the other end of the email. Speak to that, snd it usually works out

cw95

Politicker

Sales Development Lead

This is brave, reading these comments I may have to do it also! What’s the worst that can happen?

hh456

Celebrated Contributor

sales

I’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 I’ll start sending them cold and see how it goes.

TheNegotiator

Arsonist

-1

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 it’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 I’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, I’m right and it’s a bad move. . IF you’ve closed a deal, send the contract. It’ll come back signed even if it takes 2-3 days. IF you haven’t, DON’T rush it. And you’ll know when you have/haven’t. . IMHO

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SlingingShelfware

Sending a (relatively) cold Docusign

13 comments

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