braintank
Politicker
8
Enterprise Account Executive
Always book then next meeting on the call.
ThatNewAE
Politicker
0
Account Executive
I normally do. But sometimes they are too disagreeable to be pushing for a placeholder. So in that case what do you do ?
braintank
Politicker
2
Enterprise Account Executive
If they're disagreeable why are you trying to book a meeting?
ThatNewAE
Politicker
0
Account Executive
Umm. Because there was need and pains that were uncovered. They seemed convinced that the tool should be solving their problems.
braintank
Politicker
2
Enterprise Account Executive
So they wanted to buy but wouldn't commit to a next step? There's some dissonance there...
UrAssIsSaaS
Arsonist
2
SaaS Eater
Going to be blunt, if they dont agree to a next step after a disco or demo call you have failed. Its that simple. Either you failed to ID real pain that is a priority to solve, or you were unable to connect the value prop of your company to their pain in a way that easy to digest and motivating for the prospect. 

The only other option is that you did find real pain, you connected it well, but you had some super soft ask for next steps "would you maybe want to be interested in seeing a demo of how this works? Please?" Make sure your ask is assertive assumptive so they dont really have an out. "When later this week should we schedule a demo so I can show you how X solves Y" 
TennisandSales
Politicker
7
Enterprise Account Executive
case 1: I would be calling and emailing them first off. and I would make sure I knew the 1-3 things that they told you they wanted to solve in the first call. and then you can always use the "im confused" statement. 

"hey Terry, 
I am a little confused, during our last chat you mentioned that solving X Y and Z problem was something your wanted to be doing. 
We agreed that setting up a more technical walkthrough would be the next best step. 

Is that still a priority or did I miss understand your intentions? 
le me know your thoughts, 
Thanks!" 

Case 2: You need to understand why the timeline was pushed. and also make sure its legit. Many ppl say the timeline is pushed but what that really means is that they dont consider the problem big enough to solve for now. So I would say this (similar to case one) 


step 1: "Hey Sasha, 
Last we spoke you mentioned that solving for XYZ was something you wanted to accomplish but that the timeline for this project got moved out until around now. 
Is this still a priority for you and the team? " 

Step 2 if they dont respond. 

Hey Sasha, 

Many times when people tell me that the timeline for a project is getting pushed its for reasons outside of their control. 

BUT there are also times when people are just dont want to hurt my feelings by saying they are no longer interested in talking about XYZ. 

Could you help me understand what bucket you fall into? 
Thanks! 
AnchorPoint
Politicker
2
Business Coach
braintank for the win... Never end a meeting without the next step clearly identified and agreed upon.
The_Sales_Badger
Notorious Answer
1
Account Executive
A follow-up is a written/spreadsheet of what verbal agreements have been made for the next steps and the timeline to close.

Currently, we are moving towards the implementation phase. Per a verbal agreement, our next steps consist of x,y, z, at which point if we meet the expectations we move forward to the decision-making process which includes Bill, Joan, etc.

If we have achieved all outcomes for this project, we are still on pace for a decision by July 4th, 2022.

Please confirm that the above agreement is correct before our next scheduled meeting.

Make it look like a template, something that everyone gets because everyone should.
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7

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