GLN 2023 - LearnAbout - Why do Deals Get Stuck?

[Paul Terlemezian]

Let's explore the common hurdles causing deals to stall and brainstorm actionable strategies to keep them moving forward smoothly.

Session Leader: Duston Harper

The format of this session will be:

1. Duston will explain what he wishes to learn about - and why
2. He will ask each of you why you attended - to learn? to teach? something else?
3. He will then guide the session around what he is willing to learn from you

Topic: GLN 2023 - LearnAbout - Why do Deals Get Stuck?
Time: Nov 29, 2023 09:00 AM Eastern Time (US and Canada)

https://us02web.zoom.us/j/86960944847?pwd=V2hjZENFRE04anpzanQ3Mi9id...

Meeting ID: 869 6094 4847
Passcode: 537932

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[Paul Terlemezian]

How do we avoid conditioning our partners to benefit from delaying a deal?

[Duston Harper]

Looking forward to meeting the team and having a great discussion. 

This time of year is notorious for B2B complex sales opportunities/deals getting stuck, pushed to next quarter or next year, or shrinking in size substantially. Wanted to get feedback from the group on why they think deals get stuck and creative ways to address this. 

It's important to note I'm referencing B2B complex sales environments, not transactional B2C sales. This typically means there are multiple decision makers, $ amount is $10K+, it takes months/years for sales cycles, and there are technical and business ROI involved.

[Paul Terlemezian]

Perfect!

[Paul Terlemezian]

Two thinking models have helped me analyze "stuck" deals - one is the 5 and 1/2 reasons a prospect says "no." The other is the 8 step - Customer Learning Curve (Karl Hellman) that details how a prospect "learns" how to become a customer.

[Duston Harper]

Look forward to hearing more about these

[Paul Terlemezian]

Duston, thank you for leading the session today.

The 5 and 1/2 reasons a customer says no or not yet are:

• No Trust
• No Need
• No Help (they need what you are offering but not the way it is being offered)
• No Hurry (often because they are still debating internally)
• No Close (we make it difficult to say yes)
• 1/2 No Money - (often easier for the prospect to assert than the other no's)

From The Customer Learning Curve - the first five steps are primarily about getting the prospect's attention.

• Step 6 - assuring them that they know what to do to be successful and being sure that they are convinced they are capable of being successful.
• Step 7 - they achieve success
• Step 8 - they are a willing/eager reference - often without being asked!

If we have not achieved Step 8 - we need to take a long look in the mirror!