How to keep deals moving forward

Create a commitment with your champion

One of the most common problems B2B sales teams run into is when deals stall in proposal. The root cause is typically that you’ve got your champion excited but they don’t have the power to sign the deal on their own and lack the skills to go to bat for you internally. The initial momentum subsides, the deal stops moving forward and eventually the champion stops responding.

The good news is that there are multiple approaches to get ahead of this, some of which I’ve previously written about including; multi-threaded prospecting to engage additional stakeholders, creating a mutual action plan with your champion to flush out additional stakeholders and bringing the need of decision makers into proposals. The way to tie together all these approaches is by creating a commitment with your champion to move the deal forward. There are 3 ways to do this: