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If a prospect is dragging things out, should you close-lost it and kick it back to SDR to re-qualify in a few months, or should you continue to nurture it?

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3 Answers
Discovery Tactics
  1. Brian Tino
    Brian Tino

    AlphaSense Senior Director, Strategic Sales • 1y

    If a prospect is dragging this out, the most important aspect is getting to understand why... Did their priorities change? Is the underlying business case not compelling enough? Are they not convinced of your solution, so they are buying time to consider competitors? Do they intend to move forward but internal circumstances have just pushed out the timeline? Have they decided not to move forward, but don't want to hurt your feelings? Something else? Regardless of the situation, you need to find ...Read More

    616 Views
  2. Andrew Zinger
    Andrew Zinger

    Ironclad Senior Global Director, Revenue Enablement • 1y

    Great question - I think it is just as important to 'disqualify' deals than it is to 'qualify' them in - this allows you to focus on deals that have the greatest opportunity to close. Of course, in order to tell whether you should move on, or dig into a deal, you should consider these factors: • Level of Prospect Engagement – If the prospect is still engaging but seems to be moving without urgency, I would suggest you keep nurturing the opportunity. • Compelling Events – If they have a compellin ...Read More

    603 Views
  3. Adam Wainwright
    Adam Wainwright

    HubSpot GTM Leader | Building Products that help Sales teams win | Formerly Clari, CallidusCloud (SAP), Selectica CPQ, Cacheflow • 1y

    Before diving into the specifics, it’s important to establish the foundational role that Pipeline plays within an organization. Pipeline serves two primary purposes: Forecasting Revenue: It enables you to accurately project future revenue streams. Evaluating Business Health: It provides insight into the value and stability of your business, helping stakeholders understand how effectively you are converting opportunities into closed revenue. Kick these deals back into the SDR blender and find a w ...Read More

    791 Views

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