ldanes

Enterprise Account Executive

What to do after a prospect gets pissed at you for following up too much?

For context, I've been working a (mid-market) account for 4-5 months now. I've bent backwards for this prospect and significantly lowered the price for them (like 30% to 40%), if they can execute by a certain date.

We're now coming up on the deadline (EOM). Since they've now gone dark, I've been following up with them more than usual by sending an email or text in the morning.

Out of nowhere, I received a lengthy email saying I'm "ambulance chasing", too pushy and spamming.

My Question -- So now what? Where do I go from here?

👑 Sales Strategy

📈 Closing

☁️ Software Tech

25 comments

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funcoupons

WR Officer

👑

They were never interested in the first place.

Move on - plenty of fish in the sea. You could reach out down the line to try again but for now focus on some other prospects.

watercooler

Politicker

Manger, BizDev

This is usually my thought. I put on my consumer hat and realize the things I actually want, I buy no matter what...

BmajoR

Arsonist

Account Executive

@Jackywaky has some advice for this

Incognito

WR Officer

Master of Disaster

I can only die so many times, @Opal

BmajoR

Arsonist

Account Executive

Stick around, we need you. I'll go back to my intern cabinet.

Mr.Pickles

Arsonist

Sr. Customer Success Manager

Ha - smirk

Rallier

Politicker

SDR Manager and Consultant

Try to set timelines during the first call and ideally set up another call during that first call.

But if you can't get another call scheduled, ask what the next step is. That way when you follow up you can say. "You mentioned that you'd be discussing this internally or doing something else on (date), how'd that conversation go?"

CuriousFox

WR Officer

🦊

First of all you print that shit out and frame it.

Second, no more discount for them. See if there's a different contact you can follow up with.

LordBusiness

Politicker

Chief Revenue Officer

Congratulate yourself for doing your job well. 90% of the time that person either wasn't going to buy, or going to be the biggest pain in the ass client. Write an email back giving the prospect a bit of a human perspective on your outreach, and then pumped the brakes for a bit to see if it falls next month. Most certainly update your forecast to push it.

CaneWolf

Politicker

Call me what you want, just sign the damn contract

Loop your manager in and have him do some begging.

In general, when people don't respond to even a couple things, I'll send a "hey, I need an update if we're no longer doing this." If they don't respond to that, you send a "I guess we're done here" type email. If they want to stay involved, they'll let you know.

Calico

Celebrated Contributor

Corporate Trainer

Break up email. Thread the last email, presumably from a few weeks ago that confirms they were going to communicate internally about the deal, and include something like "I just need some kind of sign of life here or I need to terminate this and move on".

Is there any possibility that they're confusing you with other companies that are reaching out more often? It's happened to me:

"You guys have called me three times today!"
"(My company) has called three times?"
"Oh, no. (Other company) has."

Chep

WR Officer

Bitcoin Adoption Specialist

Back to Zoominfo to start sourcing, filling up the CRM, and ripping dials. Sucks when that happens but sometimes prospects just aren't ready to commit and you have to give them their space. Best of luck🤝💯

SaaSguy

Tycoon

Account Executive

If you agreed on incentives contingent upon a date, remind them and leave the ball in their court.

YoursTruly

Politicker

Account Executive (SaaS)

And then hold firm on standard pricing on august 1

cw95

Politicker

Sales Development Lead

I'm always honest and say something like 'Sorry for always messaging, I also don't like people always calling/emailing me' - puts your pride aside and lets them think they are the dominant one.

YoursTruly

Politicker

Account Executive (SaaS)

Never ever ever be a soy boy beta cuck.

thegrinch

Politicker

SDR

A wise man once told me it's better to lose a deal from following up too much instead of losing it from following up too little

alecabral

Arsonist

Director - Digital Sales Transformation

Back-off, it doesn't look like they'll be buying anything right now.

barney2021

Tycoon

Account Executive

Speak to them about the go live date and how if they want to achieve this date they need to execute, while laying all the discounts out to them. Ask them if they cannot achieve this date what roadblocks they have and how can you overcome them together. It looks like more work needs to be done

NoSuperhero

Politicker

BDR LEAD

Shake it off and move on. I laughed last time I was told I called 3 times in a row hahahaha

TheNegotiator

Arsonist

VP of Sales

Someone else said it, print that out, frame it. You have proof you followed up the right amount. Then call again, apologize you care more about solving their problems than they do, and ask why they’re giving up on their business. Then ask if they’re if they’ve heard enough to make a decision, and Visa, MC or AMEX?

Sniper

Valued Contributor

Enterprise Account Executive

You go from non revenue generating activity to revenue generating activity

GDO

Politicker

BDM

Either they were not interested / are bad at communication or you did not agree on a time when it would be signed.

AJ_flipping_Steel

Good Citizen

Sales Executive

Simple move on. No account should feel like you have to continuously chase them and lower your price.

You will learn as time goes on, there are a lot more opportunities out there if you would have just done a quick google search and picked up the phone to start cold calling.

Give this one account a break for a month and maybe check up monthly. If they answer tell them you are not going anywhere so when they are ready to work with ya your a phone call or email away

eman

Politicker

Account Executive

Apologize, let them know why you were reaching out and then leave it alone

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ldanes

What to do after a prospect gets pissed at you for following up too much?

25 comments

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