Do.it.for.the.checks

Account Executive

Politicker

Valued Contributor

Catalyst

This Damn Hiring Market

Hey Savages,

Has anyone else had a lot of deals derail/delay because of senior level resignations?

It happened to me 4 times this year (Seriously!), I was able to save one but the other 3 are delayed indefinitely. One in particular was worth 392k in ARR with contracted growth to 653k by year 5. We were arranging resources and setting the game plan on implementation when IT director (who would be serving as main PoC and PM on their side) resigned. Just brutal to the ego and paycheck.

Outside of of expanding your buyers (deal above was very diversified with CFO/COO as champions and BoD aligned in CapX and ROI), what advice does anyone have on closing deals within weeks of important buyers taking jobs elsewhere?

👑 Sales Strategy

😎 Sales Skills

👓 Deal Reviews

28 comments

Sort by:

goose

Politicker

Sales Executive

When your economic buyer leaves it's a perfect time to reach out and get the "real story". Who is taking over? What do they think? Who doesn't like the deal? Reach out... gain some insights.

Do.it.for.the.checks

Politicker

Account Executive

Good insight!

FlintIronstag

Notorious Answer

Chief Marketing Officer

Yes. It’s hard right now. Lots of change in leadership, deals go south monthly. It sucks.

Do.it.for.the.checks

Politicker

Account Executive

I said advice! Not more reasons to pour a Monday night cocktail

FlintIronstag

Notorious Answer

Chief Marketing Officer

I’m sorry I don’t read well.

Do.it.for.the.checks

Politicker

Account Executive

Well this glass of bourbon is on you

FlintIronstag

Notorious Answer

Chief Marketing Officer

Thanks man, doing good. You?

Do.it.for.the.checks

Politicker

Account Executive

Well much better now. Thanks for you help tonight

FlintIronstag

Notorious Answer

Chief Marketing Officer

Nah, Never been to Europe but it’s on my list!

CuriousFox

WR Officer

🦊

No big deal. Let the new person know you were working closely with the last contact and their team and set an appointment to bring them up to speed.

Do.it.for.the.checks

Politicker

Account Executive

Agg i got the new hires boss in my pocket. I just don't want to wait a hiring cycle plus on boarding. Throw in the new unknown variables. Fuck me

The other 2 deals are more complicated. One is dead the other is a restarted sales cycle so 9 more months.

Any plan suggestions on not dealing the first?

CastleIsland

Tycoon

Associate Account Director

Yeah, I feel you. This has happened to me a lot recently, but I was able to get introduced to the people taking over their duties in most cases. I think this only happens if there is a good relationship that was built though. Otherwise, I'd be reaching out to anyone else from the company that was directly or indirectly involved during the sales process, including your main point of contact's leadership.

Do.it.for.the.checks

Politicker

Account Executive

Thanks for the input!

FeedTheKids

Politicker

Solutions Consultant

No good advice here -

1. It sucks2. It's happening more this year than in previous years3. The new contact needs to make their impact felt and go find their own new partner/platform, so consider the deal dead. You were the old guy's solution, not gonna happen.

Gyro25

Notorious Answer

Account Executive

This is just anecdotal, but when I prospect and find on Zoom info, I've noticed way more "notice given date" notices all for this year alone. Majority are key decision makers, but that's just an observation.

Do.it.for.the.checks

Politicker

Account Executive

Yeah, I've heard that a lot of people were delaying any type of moves for the last year with the craziness of the world. Now its like floodgates opened and people are jumping ship because companies are getting desperate to hire

CaneWolf

Politicker

Call me what you want, just sign the damn contract

4 TIMES? That's super unlucky. How big are the companies that are having this happen?

Do.it.for.the.checks

Politicker

Account Executive

50-300 mill in annual revenue. Yeah, the one I saved was director of operations, but this was more a coup. They let him go and had a replacement to take over immediately. And I had a solid relationship with the Director. Contract signed 2 weeks later.

The other two, one was the CEO and the other the CTO. And the new CEO was a PE bench player, probably dead because he was brought into sell the company.

For the CFO, I was told today the new CFO was hired because she had extensive experience implementing large scale software.

Sooo hopefully keeping 2 of 4 and ideally get 3 of 4 before year end.

Ironically, I went to my VP and complained that for the first time in my career I'm behind quota. He said whatever I do dont quit on him. He went to the Board and got me a fat spiff for this quarter to make up some of the lost commission... so the hiring market has some perks.

CaneWolf

Politicker

Call me what you want, just sign the damn contract

Yeah, you’re right in the sweet spot of where execs are moving around like crazy right now. Any chance you can make more opps multi-threaded going forward?

Do.it.for.the.checks

Politicker

Account Executive

I had 3 or 4 senior level buyers on these. I think you're probably right in expanding but I need to expand down not up

Blackwargreymon

Politicker

MDR

No big deal. Let the new person know you were working closely with the last contact and their team and set an appointment to bring them up to speed.

Clashingsoulsspell

Politicker

ISR

No big deal.

696969696969

Catalyst

Hingle McCringleberry

Have you considered contacting the original buyers at their new job? It’s a longer-term play than what you’re looking for but they already know and appreciate the product. With any luck, if you stay on their mind, they’ll suggest your product as an opening move if it’s applicable

Do.it.for.the.checks

Politicker

Account Executive

Genius idea!

But it won't work, we have a very specific ICP. New company isn't it.

Also dude that left was more of execution guy than a drive the initiative guy.

MR.StretchISR

Politicker

ISR

Yes. It’s hard right now. Lots of change in leadership, deals go south monthly. It sucks.

Mr.Floaty

Politicker

BDR

If you have to ask then you might not be an ideal candidate

Cyberjarre

Politicker

BDR

I have already had two people step outside recruitment protocol and immediately went to the top of my interview stack. Do it

Digital Marketing Executive Board

Super Informative post and feedback.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

Do.it.for.the.checks

This Damn Hiring Market

28 comments

Related posts

Are sales reps the hottest commodity on the job market?

Job Market - Hard Hiring for Entry Level

It's a candidate's market-- what attracts you to other companies?