Kosta_Konfucius

Sales Rep

When To Move On

Maybe its the optimist in me or maybe its because one time I got ghosted for 3 months then was able to close them right away, but I have such a hard time closing opportunities to Lost if I am not told "we went with X"

I always want to hang on to every opportunity, which usually has been wasting a couple hours a week thinking about how I can get X to reconnect.

What is everyone's rule of thumb on when to close out an opportunity and send the "break up" email and move on?

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18 comments

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butwhy

Politicker

Solutions Engineer

I agree with everyone's diagnosis of time-based exit cadence via a breakup email - but something I have seen work is coming back to them in three to four months. Even if that outreach is automated, a personal "hey, how have things been going?" can break the ice into whatever was going on when they ghosted.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yes - put whatever reminder you use, and check back.

Meanwhile, let that dead opportunity go.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

based on your average cycle, then it could be a week, or it could be a month. But this is where you just keep backfilling and then this could just fall through.

TennisandSales

Politicker

Head Of Sales

yeah this is solid. need to compare it to your average deal cycle.

But i normally try to understand a few things:

1. is there any STATED interest recently.
2. are there any next steps established?
3. Do they agree they want to move to the next step?

If the answer is no then is time to close lost it.
We have a "close abandoned" field in my org.

Close lost = they chose someone else or stopped looking.
Close abandoned means they went dark or we stopped pursuing them

SoccerandSales

Big Shot

Account Executive

After about a month of nothing by phone or email, I will put them on a “shot clock” and if I don’t hear by the time laid out in the email, I close em out. More deals will come that will be worth my time

Sunbunny31

Politicker

Sr Sales Executive 🐰

4-6 weeks after the last communication is my rule of thumb.

I make a habit out of reaching out to companies a few months later to see how things are going, really probing to see if it's a better time.

This way I'm not reporting on "progress" to my manager every single week, but it's a lukewarm lead that might revive in the future.

HappyGilmore

Politicker

Account Executive

For opportunities I have where that happens, say its been 4-6 weeks without a response, I'll send them a message along the lines of me saying:

"seems like this might not be a priority for you and your team right now".

If no response after that message, I'll close the opportunity out in SFDC.

Kosta_Konfucius

Politicker

Sales Rep

Good to know, I am always praying that maybe they are swamped and on vacation, but 4-6 weeks is a good rule

jefe

Arsonist

🍁

Oh man, tough question. Really depends on where you are, the sales cycle, the relationship, their reasons etc.

Just before I left my last job I helped close out a deal in about 3 months that had been dying and reviving and verbals etc. for 11 years.

Several hundred thousand and a really good logo so they kept trying. It would go dark for a year, then come back and then go away again.

jefe

Arsonist

🍁

You do need to be cognizant of effort and time spent on languishing deals. I've closed ones that were 18 months overdue that I'd inherited, but you need to focus on new business and nurture those.

Kosta_Konfucius

Politicker

Sales Rep

Could not imagine reviving a deal for 11 years, that must be some story!

jefe

Arsonist

🍁

Oh yea. A lot of ups and downs. Thankfully I was mostly involved in the ups. Had to walk a thin line balancing my efforts given how many times things had petered out over the last decade plus. I knew I could get it across the finish line though.

886GFl

Good Citizen

Account Executive

Not responsive for 6 weeks I let them know I am no longer following, and kick them to marketing

Kosta_Konfucius

Politicker

Sales Rep

Good to know, do you send them a "break up" email? or straight to marketing

886GFl

Good Citizen

Account Executive

Yeah I send a breakup email. By this point I usually have called and left a few messages and sent a few emails. I don’t want to beat a dead horse.

Ari2022

Me!

so communication stops for 6 weeks and you send them a email, to confirm the fact that hey I have given you enough time to let me know if there is a mutural interest, and at this point I dont see your involvement so just letting you know, I am cutting ties and letting this one go back on the shelf???

886GFl

Good Citizen

Account Executive

I’m not sure what your saying. I have contacted these people multiple times across different channels. It’s not crickets for 6 weeks on both sides. They know I’ve been trying to contact them.
I also don’t say “letting this go back on the shelf”. I’m pretty nice but direct in my breakup message. I just say:
Hey Name,
Seems like my timing is off. If (priority or goal) becomes more important let me know.
-my name
Marketing then puts them in a email sequence

Ari2022

Me!

That’s what I mean!!! If you don’t get a response. In my mind (not saying it to them) it’s like I’m putting it back on the shelf!!

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Kosta_Konfucius

When To Move On

18 comments

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