As a new outbound sales rep, one thing I struggle with is going around a prospect who has gone unresponsive after the demo stage, presumably because they were the wrong contact or they couldn’t get any traction with leadership behind the scenes.
Going around could be reaching out directly to their boss or another department that was supposed to be brought in at some point in the process, according to the prospect. Whether this is rational or not, it still feels uncomfortable because it feels like I’m going behind the prospects back or making them look bad.
My questions are:
1) how can I get more people involved early on in the discovery process so I don’t have a single point of failure (the unresponsive prospect)?
2) when is it appropriate to go around an unresponsive or unreliable contact?
3) when would you not go around them?
Thanks!
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