The Audible-Ready Sales Podcast What to do about a Stalled Deal
Jul 9, 2024
Tim Caito, a sales effectiveness expert who helps B2B sellers with pipeline and deal execution. He reframes stalled deals as shifts in customer decision-making. He outlines how to assess changed priorities and approval processes. He explains who inside the account to engage and when to deprioritize opportunities.
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It's Not Your Deal It's Their Decision Making
- Reframe a stalled deal as a change in the customer's decision making, not as your failed deal.
- Tim Caito says shifting outside-in reveals changes to pain, priority, approval process, or competing priorities that explain the stall.
Ask Your Champion First
- Go to your champion first to diagnose why the deal lost urgency and ask what changed in the decision process.
- Tim recommends testing the champion's knowledge and willingness to share root causes before other actions.
Reconnect To The Customer's Biggest Problem
- Re-attach your solution to the customer's biggest current problem by reframing your offering to address any new or shifted priorities.
- Tim cites renewals where customers think the problem is solved, so sellers must show ongoing or new value.