Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Reviving Stalled Deals [Part 1]

The most common type of deal in sales is the stalled deal. And it's especially frustrating when we were expecting a "positive" decision and the deal is also promised in the short-term sales forecast. To give us some context, see our sample pipeline below, with a bunch of deals stuck in the middle.

First, do a quick "medical".

(1) How long since the last scheduled meeting? (2) How long since the first (scheduled) conversation? (Report in "days", not weeks. "Days" are more telling).

The answers will tell you if the blockage is temporary or instead, if there is clearly a pattern of a deal that is dying or dead already.

Dig deeper:

Stakeholder Questions: (1) What does your prospect think is meant to happen next? e.g. if you have the deal in "Decision Due", does anyone on the buyer side know that they are meant to be making a decision? (2) Is there an invisible stakeholder with a veto? (There usually is these days, and they don't even have to be  "senior").

Solution (Value) Questions: (1) What value were you promising to deliver that you thought was enough to compel a "yes" decision? (2) Why should they change, and why to you?

Timeline Question: Is there some result the buyer wants to achieve within a timeline that says, surely, this must be a priority for my buyer?

Money / Funding / Investment Question: Apart from "money" being available or approved, has anyone on the buyer side got as far as the money piece yet?

Next Step Question: If this is a priority for the buyer, why have they not scheduled time at this stage to move forward?

Your most common conclusion will be this:  The deal is not as well developed as you thought, and the buyer is not as far ahead as you are. So you probably need to make two moves: 

  1. Move the deal back to a more accurate location in the process that reflects where the buyer is.
  2. A lot more work needs to go into managing the opportunity, in terms of the impact you are promising, stakeholder alignment, money and timelines. But now, you have a framework for assessing progress.
Action Point This Week: Starting with deals that are closest to Closed, apply the questions listed above. You'll find that "answers" - your next moves - start to present themselves.

enquire@salesvirtual.com

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Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Reviving Stalled Deals [Part 1]

The most common type of deal in sales is the stalled deal. And it's especially frustrating when we were expecting a "positive" decision and the deal is also promised in the short-term sales forecast. To give us some context, see our sample pipeline below, with a bunch of deals stuck in the middle.

First, do a quick "medical".

(1) How long since the last scheduled meeting? (2) How long since the first (scheduled) conversation? (Report in "days", not weeks. "Days" are more telling).

The answers will tell you if the blockage is temporary or instead, if there is clearly a pattern of a deal that is dying or dead already.

Dig deeper:

Stakeholder Questions: (1) What does your prospect think is meant to happen next? e.g. if you have the deal in "Decision Due", does anyone on the buyer side know that they are meant to be making a decision? (2) Is there an invisible stakeholder with a veto? (There usually is these days, and they don't even have to be  "senior").

Solution (Value) Questions: (1) What value were you promising to deliver that you thought was enough to compel a "yes" decision? (2) Why should they change, and why to you?

Timeline Question: Is there some result the buyer wants to achieve within a timeline that says, surely, this must be a priority for my buyer?

Money / Funding / Investment Question: Apart from "money" being available or approved, has anyone on the buyer side got as far as the money piece yet?

Next Step Question: If this is a priority for the buyer, why have they not scheduled time at this stage to move forward?

Your most common conclusion will be this:  The deal is not as well developed as you thought, and the buyer is not as far ahead as you are. So you probably need to make two moves: 

  1. Move the deal back to a more accurate location in the process that reflects where the buyer is.
  2. A lot more work needs to go into managing the opportunity, in terms of the impact you are promising, stakeholder alignment, money and timelines. But now, you have a framework for assessing progress.
Action Point This Week: Starting with deals that are closest to Closed, apply the questions listed above. You'll find that "answers" - your next moves - start to present themselves.

enquire@salesvirtual.com

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Reviving Stalled Deals [Part 1]

The most common type of deal in sales is the stalled deal. And it's especially frustrating when we were expecting a "positive" decision and the deal is also promised in the short-term sales forecast. To give us some context, see our sample pipeline below, with a bunch of deals stuck in the middle.

First, do a quick "medical".

(1) How long since the last scheduled meeting? (2) How long since the first (scheduled) conversation? (Report in "days", not weeks. "Days" are more telling).

The answers will tell you if the blockage is temporary or instead, if there is clearly a pattern of a deal that is dying or dead already.

Dig deeper:

Stakeholder Questions: (1) What does your prospect think is meant to happen next? e.g. if you have the deal in "Decision Due", does anyone on the buyer side know that they are meant to be making a decision? (2) Is there an invisible stakeholder with a veto? (There usually is these days, and they don't even have to be  "senior").

Solution (Value) Questions: (1) What value were you promising to deliver that you thought was enough to compel a "yes" decision? (2) Why should they change, and why to you?

Timeline Question: Is there some result the buyer wants to achieve within a timeline that says, surely, this must be a priority for my buyer?

Money / Funding / Investment Question: Apart from "money" being available or approved, has anyone on the buyer side got as far as the money piece yet?

Next Step Question: If this is a priority for the buyer, why have they not scheduled time at this stage to move forward?

Your most common conclusion will be this:  The deal is not as well developed as you thought, and the buyer is not as far ahead as you are. So you probably need to make two moves: 

  1. Move the deal back to a more accurate location in the process that reflects where the buyer is.
  2. A lot more work needs to go into managing the opportunity, in terms of the impact you are promising, stakeholder alignment, money and timelines. But now, you have a framework for assessing progress.
Action Point This Week: Starting with deals that are closest to Closed, apply the questions listed above. You'll find that "answers" - your next moves - start to present themselves.

enquire@salesvirtual.com

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.