When Do You Move On From a Deal?

When do you walk away from a deal?

Sysco#sales leader Matthew K. Berra joins Biyork Canada VP Jon Kronemeyer and Microsoft‘s Carson V. Heady to discuss.

We control many things in a deal: effort to uncover the power/budget/timelines, attempts to reach the influencers, how we leverage all resources at our disposal both in constructing and negotiating a deal, and how we efficiently manage to milestones.

We cannot control the speed or willingness of the customer, but we can influence them with the aforementioned resources and by tirelessly advocating for them based on their priorities, goals and roadmap.

But if we are diligent in managing milestones and keep our commitments and the deal continues to slip, when do we move on and invest time elsewhere?

A “yes” or a “no” is better than a maybe so; twisting in the wind is not a position of strength.

Accountability means expressing acknowledgment of our attempts to understand their priorities and timelines and our every efforts to keep things aligned to their stated goals, while expressing concern with the lack of progress.

Deals will slip, but if slipping is the only consistent element, it is time to respectfully pause. The pause will allow you to invest elsewhere and might prompt the customer to accelerate.

About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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