What's your best strategy for stalled deals in your sales pipeline?

2 Re-engage with value

Once you have identified the root cause of the stall, you need to re-engage with your prospects and provide them with value. Value can be anything that helps them solve their problem, achieve their goal, or overcome their challenge. It can be a case study, a demo, a testimonial, a free trial, a guarantee, or a referral. The key is to tailor your value proposition to their specific situation and show them how your product can help them better than any other option. You also need to create a sense of urgency and scarcity by highlighting the benefits of acting now and the risks of delaying or doing nothing.

3 Leverage multiple stakeholders

Another way to deal with stalled deals is to leverage multiple stakeholders in your buyer's organization. Often, the person you are talking to is not the only one involved in the decision, or may not have the authority or influence to make the decision. You need to identify and reach out to other key decision-makers, influencers, champions, and gatekeepers who can help you move the deal forward. You need to understand their roles, goals, pain points, and preferences, and align your message and value proposition with each of them. You also need to build trust and rapport with them, and ask for their feedback and support.

4 Use a follow-up system

One of the most common reasons why deals stall is because of poor follow-up. You can't expect your prospects to remember you or take action if you don't stay in touch with them regularly and consistently. You need to use a follow-up system that helps you track and manage your communication with your prospects. You need to use a variety of channels, such as email, phone, social media, and text, and mix up your content, such as questions, insights, reminders, and offers. You also need to follow up at the right frequency, timing, and tone, and always have a clear call to action and a next step.

5 Know when to walk away

Finally, you need to know when to walk away from stalled deals that are not worth your time and effort. Not every prospect is a good fit for your product, and not every deal is worth pursuing. You need to have a clear criteria and process for qualifying and disqualifying your prospects, and be willing to let go of those who are not ready, willing, or able to buy from you. You need to focus your resources on the most promising and profitable opportunities, and avoid wasting your time on the ones that are going nowhere. You also need to learn from your stalled deals and improve your sales strategy and skills.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?