Force Management

AUGUST 17, 2023

When you're putting time and resources into sales cycles that last an entire quarter or much longer, the last thing you want is for an unexpected requirement, budget allocation or a last-minute stakeholder interjection to throw a wrench in your plan and stall or kill your deal.

Process 116

Process Prospecting Sales 116

SBI

MAY 21, 2014

You’ve got to close the deal before they get there. The “friend zone” is precisely where deals stall. It’s virtually impossible to close a deal from within the friend zone. According to CSO Insights, more than half of forecasted deals end in no decision.” A big reason is F.U.D fear, uncertainty, and doubt).

Entertainment 53

Entertainment Gaming Trust Closing 53

Hubspot

DECEMBER 4, 2023

Some deals hit walls — that‘s just an unfortunate fact of sales life. So to help you best approach this dilemma when the time comes, I’ve put together a list of four key tips I've learned over my career for closing a deal that has lost steam. 4 Tips for Closing a Deal That's Stalling 1. Let's take a look.

Closing 62

Closing Cold Call Commission Contact 62

Force Management

AUGUST 3, 2022

Given the current economic downturn, your salespeople may be more inclined to invest time in an unqualified deal or skip important steps in the sales process to keep pipelines moving. Early action will help to minimize forecast inaccuracy and ensure your salespeople aren’t getting stuck in deals that are more likely to stall out or lose.

Pipeline 121

Pipeline Conversion Process Sales 121

Force Management

NOVEMBER 17, 2022

If these heightened concerns aren’t identified and addressed early in the sales cycle, deal times may get longer and stalling is more likely as more stakeholders get involved. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox. Buyers are more cautious when the economy is uncertain.

Closing 118

Closing Sales Process 118

JBarrows

MAY 12, 2022

The post WEBINAR: James Buckley hosts “Top Video Selling Strategies To Boost Stalled Deals” appeared first on JB Sales.

Sell 18

Sell Sales 18

Iannarino

JULY 24, 2021

The Gist: We want to win deals, but we can’t do that without first creating them. If you are being honest with yourself, you not only recognize this pattern but you also know it isn’t very helpful for creating and winning new deals. Existing Deals. You want to move every deal forward efficiently and effectively.

Sales 302

Sales Clients Prospecting Meeting 302

Adaptive Business Services

FEBRUARY 28, 2024

As you might guess, given the decade, it was heavy doses of handling objections and closing the deal. It’s not the end of the deal. It’s everything that happened during the deal. Can you say … stall ? Five years later we were. Nada, zip, zilch. Closes”, by nature, have always seemed to be adversarial to me.

Closing 71

Closing Sports CRM Consult 71

VanillaSoft

JUNE 3, 2021

Buyer anxiety is real – plus, it’s often to blame for all those pesky stalling tactics you have to navigate as a sales pro. Prospects getting cold feet is a major late-stage barrier you can expect when you’re trying to push a deal through the sales cycle, and the ones you think are buy-ready with money in hand aren’t exempt either.

Closing 85

Closing Contract Commission Prospecting 85

Sales Hacker

MARCH 12, 2023

The CTA asks the recipient to do something that moves the deal forward. You should include one at the end of every email, at every stage of the deal, because unless they’ve actually handed over the cash, there’s always something else you want the other person to do. But sometimes, you need to know if the deal is still moving.

Prospecting 105

Prospecting Cold Call Construction Referrals 105

SBI

JUNE 5, 2012

The “friend zone” is where you find yourself after buyers begin to distance themselves from you, and it is precisely when deals stall. Just like the rules in the dating game, it is virtually impossible to close a deal when you are in the “friend zone”. There are plenty of reasons why deals stall.

Consult 52

Consult Gaming Prospecting Trust 52

SaaStr

JANUARY 17, 2021

. “I have so many companies in my portfolio that totally stalled out at $20m ARR” After hearing it about 15-20 times from many of the most successful SaaS VCs, I decided to do a bit of an analysis here. But I’ve now looked into almost 20 SaaS companies that stalled out somewhere in the $20m-$40m ARR range.

Legal 145

Legal Growth Start-ups Up-sell 145

Partners in Excellence

APRIL 24, 2024

We want the price we think we deserve and the customer wants the price they think they deserve and we stall out. As a result, we have nothing else to talk about or to defend one position or another. We and our customer forget about why they are buying in the first place.

Price 77

Price Contract Presentation Consult 77

SBI

MAY 20, 2014

You’ve got to close the deal before they get there. The “friend zone” is precisely where deals stall. It’s virtually impossible to close a deal from within the friend zone. According to CSO Insights, more than half of forecasted deals end in no decision.” A big reason is F.U.D fear, uncertainty, and doubt).

Entertainment 31

Entertainment Gaming Trust Closing 31

Score More Sales

JULY 22, 2016

It’s frustrating being a newer sales rep and falling for what I call the “buddy effect”. It’s even worse when you are a veteran seller and this happens to you. It happened to me more than once, until I learned how to qualify. Here is an example of what the buddy effect is –.

Sales 57

Sales B2B 57

Iannarino

JANUARY 9, 2022

When you consistently create value for your client, you all but ensure a won deal. This ignores the fact that they are actually more likely to miss their goals because they don't win enough deals, largely because they didn't create enough in the first place. Ninety minutes of prospecting a day will cure what ails you.

Negotiate 164

Negotiate Intrinsic Clients Sales 164

Force Management

OCTOBER 13, 2022

The ability to center your customer in the sales process is a major growth driver, and especially important when customers are dealing with challenges like economic change. The key is to identify additional stakeholders early in the sales process to reduce possible stalling and conflict later in the deal.

Customers 107

Customers Objectives and Key Results Drivers/motivators Pipeline 107

SBI

MAY 21, 2014

You’ve got to close the deal before they get there. The “friend zone” is precisely where deals stall. It’s virtually impossible to close a deal from within the friend zone. According to CSO Insights, more than half of forecasted deals end in no decision.” A big reason is F.U.D fear, uncertainty, and doubt).

Entertainment 29

Entertainment Gaming Trust Closing 29

Iannarino

AUGUST 7, 2021

The Gist: Some current sales practices actually prevent deals. Effectiveness is measured by the salesperson’s ability to gain commitments, create value, open new opportunities, and close deals. But they add up quickly, creating obstacles that make creating and winning deals harder than it has to be. No Accountability.

Cold Call 256

Cold Call Clients Sales Pitch 256

SaaStr

MARCH 20, 2024

Learnings as a Partner at Founders Fund Some nuances prevent deals from happening that Sam wasn’t aware of at the beginning. So many founders think the answer to stalled growth is PLG, but that’s a terrible idea. You can’t take a stalled sales motion and solve it with PLG. Each VC has a different “flavor.”

Quota 101

Quota Finance Drivers/motivators GTM 101

Iannarino

AUGUST 5, 2021

When you recognize that a conversation stalls the deal or even loses it outright, you have all the evidence you need to change your approach. Progressing from meeting to meeting, on your way to winning an opportunity to help your client improve their results, requires that they find each conversation valuable.

Clients 338

Clients Meeting Conversion Strategize 338

The 5% Institute

NOVEMBER 9, 2022

These negotiation strategies and tactics can help you get to your ideal outcome, and also help your client walk away from the deal as a winner. One of our recommended negotiation strategies and tactics is when they respond with issues and pain points that they may be dealing with, let them know they’re not alone.

Negotiate 137

Negotiate Objectives and Key Results Presentation Technique 137

Understanding the Sales Force

OCTOBER 18, 2021

In my opinion, getting towed is the worst possible option and the last thing we want to deal with and in the waning days of a pandemic, they'll take your car but not you, so that doesn't solve anything. Your car is still broken, you are still stranded, and you are temporarily separated from your beloved vehicle.

Sales 123

Sales 123

A Sales Guy

AUGUST 14, 2013

One of the things we’ve been working on is accelerating deals in the pipeline and trying avoid them getting “stuck.” Stalled deals and can crush a pipeline and devastate forecasting. Getting to the core of why your deals are stalling is the first step in fixing the problem. What went wrong?

Pipeline 116

Pipeline Territory Sales Follow-up 116

Gong.io

DECEMBER 27, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. Like the deadly simple negotiation mistake preventing you from winning deals. . From sales leaders and frontline managers to sales reps, here’s everything you need to know if you want to land every deal left in your pipeline.

Negotiate 127

Negotiate Price Contract Up-sell 127

SaaStr

APRIL 19, 2023

And their mix of software, payments and hardware revenue drives up the total deal size — but puts a lot of pressure on margins. It’s exciting to sell to SMBs, but one of the existential challenges at scale is the low deal sizes. Lightspeed’s customer count has actually stalled. Go global when it works, folks!

Retail 94

Retail Growth Up-sell Price 94

SaaStr

APRIL 2, 2023

Mistake: Not scaling based upon leading indicators We’ve had 3 periods in history where we scaled up way too fast: Early on, when we thought the enterprise opportunity for Gainsight’s Customer Success product was huge after closing *1* enterprise deal! For this one deal, we just need to do X. Invest in back-office systems early.

X-functional 105

X-functional Clients Growth Start-ups 105

InsightSquared

APRIL 14, 2021

Which deals are at risk? Which opportunities are unlike any deal you’ve ever won before? But in today’s world of fast-paced deals, it’s critical to take action as soon as the insight is identified. But in today’s world of fast-paced deals, it’s critical to take action as soon as the insight is identified.

Contract 62

Contract Territory Cross-sell Pipeline 62

ClickFunnels

AUGUST 2, 2021

That is as true for market stalls in Marrakesh as it is for billion-dollar startups in Silicon Valley. You know how you sometimes see those stalls with free food samples in the grocery stores? Imagine that you tried a free sample at one of those stalls in a grocery store and it tasted gross. Join our 5 Day Challenge.

Cross-sell 246

Cross-sell Sales Up-sell Presentation 246

SaaStr

MARCH 29, 2023

If you don’t expand your TAM enough, growth can stall at scale. And they do have a number of six figure and now seven figure deals. #4. And of a segment of the economy that is more resistant to the macro effects many of us are experiencing — non-profits. 5 Interesting Learnings: #1. A very slow, inorganic path to $1B — 9% CAGR.

Non-Profits 72

Non-Profits Education Growth Price 72

Sales Gravy

DECEMBER 4, 2019

Stalled deals are the bane of the sales profession. The number one reason why deals stall is the failure to get to the next step. Stalled deals are the bane of the sales profession. The number one reason why deals stall is the failure to get to the next step.

Process 52

Process Sales 52

Spiro Technologies

DECEMBER 16, 2021

While none of these are a silver bullet, they can help you change your mindset and get where you want to be without begging for new deals. Take stock of your pipeline, review your deals in process, and, perhaps most importantly, try to forecast as accurately as you can. Here are four tips to help you close Q4 out strong: 1.

Closing 104

Closing Pipeline Follow-up Strategize 104

Iannarino

JUNE 26, 2021

The path to changing their mind started by explaining why they were losing deals, something that had nothing to do with their assumptions. When you learn from them, you not only have a built-in core of the consensus you need, but you may also have the ability to move through the deal very quickly if you are able to deliver.

Clients 204

Clients Negotiate Contact Strategize 204

Sales Hacker

MAY 3, 2019

Thirty-two percent of these deals forecast as wins were lost to competitors and 21% were no-decisions. Chances of your forecast deals closing: 47.3%. Some deals move fast, and others move slow. Winning is about successfully accomplishing the goal of the sales stage regardless of which stage a deal is in. Stalled Deals.

Pipeline 100

Pipeline Objectives and Key Results Closing Quota 100

Salesmate

OCTOBER 15, 2020

In this detailed guide, you will get to know various aspects of the sales pipeline to develop a more disciplined and structured approach for closing more deals. The probability of a deal closing is directly linked with the outcome of each stage of the sale pipeline. A little carelessness here and the deal might slip through the crack.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

SaaStr

FEBRUARY 2, 2022

But leads start coming in somewhat regularly, deals close somewhat repeatedly, etc. You start to lose more and more deals to not have that key integration. You don’t really hire the great VPs, and so leads stall. Or NPS gains stall. At $1m-$2m ARR, when things start repeating. Not always evenly, or elegantly.

B2C 84

B2C Gaming Niche Start-ups 84

Salesforce

JULY 23, 2021

Stalling objection: “Give us time to think and we’ll circle back.” ” Customers sometimes attempt to stall their decision. If there are any remaining conflicts, anxieties, or unsettled details of the transaction, they may try to stall. Make sure that every detail has been fully worked out and worked over.

Customers 98

Customers Price Sales Service 98