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You Up?

SCENARIO:

-You run a good first call

-But there's something we need to wait on before proceeding in the sales process (Need to hire someone who can own this, Waiting for a round of funding to close, no bandwidth until we wrap up this quarter......list goes on)

-That time passes and now its time to wake up this zombie deal



I find a lot of my messages in this scenario read like a 2am "You up?" text


How are you all re-igniting deals when a mini pause happens like this?

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
4
sahil
Notorious Answer
+13
Deepak Chopra of Sales
Light touch is always the way to go. I had a stockpile of one-liners for moments like this, alway with an opt out:

"Hey NAME - just launched an improvement to our <feature they really liked>. Want to take a look or check in 4-8 weeks from now?"

Easy to say "not now", keeps you top of mind, and eventually you'll get a "actually let's do it!"
NorthernSalesGuru
Politicker
+5
Account Executive
Agreed.

Iโ€™ve had a ton of success with a quick 30 second Vidyard (video msg) to re-ignite things
softwarebro
Politicker
+4
Director of Sales
Be personable โ€œhow are you doing?โ€ Then remind them of the past โ€œwe gave you a demo in January and I think we can both agree it will help #company with xyz. Then address the speed bump โ€œthe reason for my email; we couldnโ€™t proceed due to #problem. Final question: have you resolved #problem.ย 


simple and to the point is always better than a big awkward email.ย 
1nbatopshotfan
Politicker
+5
Senior Director, Enterprise Technology
I try and keep the email as a short as possible. Create an air of not wanting to waste time etc. usually I will have a subject line of โ€œStatus Updateโ€ with a line recapping where we left off and why. Some details on whatโ€™s new with the product and asking for the next step/call/meeting.ย 

Usually the email is 4 or 5 lines. ย 
SalesPharaoh
Politicker
+8
AM BDR
Try and personalise it and follow up with an email after a call or a VN just to check in on your guy and see if they are settled in now. Gently ask if you guys are a priority now.
LordOfWar
Politicker
+6
Director
I always try to ask what I can do to help move it along or help solve their problem. Most of the time the prospect is stuck or blocked by a boss, yet they want to put the project to bed and move on.

I recently sent an email to a project manager (called them before) and not so politely asked if this project continues to drag, will I need to reach out to our political contacts to remind them of the importance of moving forward. That email was enough to get my prospect's boss off his ass.

Prospect knew the email was coming and it was basically the key he was waiting for to close the file since his boss and another dept head were just playing tennis with the file.
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