You know that feeling.
You’ve just finished a productive meeting with a client. The energy is high, and both you and your client are eager to tackle the challenges ahead. You part ways, feeling optimistic, believing a deal is just around the corner. But then... nothing. Weeks pass, and the deal remains in limbo. Sound familiar?
So what happened?
Perhaps your client “champion”, just as invested in the success as you are, might be hitting their own roadblocks in internal politics.
Or
Your client “champion” had a more pressing project and didn’t feel the urgency to act swiftly.
Or
Maybe they shared the project with their internal team, and someone said no, as they didn’t have enough data to back it up-- they got discouraged.
And a lot of other reasons. These scenarios are all too common.
Here’s a strategy I implemented with a client this week to revive a stalled opportunity—and we got it back on track.
Step 1: Prioritise a stalled opportunity that has "a champion" and "compelling event".
Review all your notes, account research, discovery notes and meeting transcripts for this opportunity.
Step 2: Write a Business Case
Leverage Perplexity.AI
Create a Space (no worries if you don’t create a Space, it’s just a neat way to reuse the same prompt and keep things tidy).
Use the AI Prompt below to help you write a business case.
Use your documents by uploading them in the spaces. See video instructions below.
Review and make sure your content is correct. As you know with AI, you need to check for "hallucinations".
AI Prompt: Act as an Account Manager. Help me write a business case to re-engage a stalled sales opportunity by using the provided attached documents as context to fill in this framework. -Title -Headline -Problem Statement -Recommended Approach -Target Outcomes -Required Investment of Resources. Time, People and Money. Write as much as possible for each section.
How to use Perplexity Spaces:
Step 3: Send an email to your client
Attach the business case as a trackable link, allowing you to monitor whether your client has opened the business case.
Subject: Catch up on your Business Case
Hi {First Name}, It’s been a while since we last spoke. I was thinking about < their priority/need> — is this still top of mind? If so, I built a business case for you, based on where we left off. I’ve got an idea to build on this together to bring it home and get buy-in. It’s based on our work with your {C-level executive name} and could be a game-changer for you. Maybe we can catch up on sometime?
✅ Why this works
You will be seen as credible and thoughtful.
You are adding value by giving your client compelling data.
You are not pushy and not "just following up" like other salespeople.
⭐Note that I dropped a name that I know is in the company’s inner circle and I had success working with. Think about your own relationships in your account map.
Step 4:Call your client
Call your client after two days about the business case you sent.
Step 5: Connect with other stakeholders
If you have any contact within the account who’s not directly working with you, consider chatting with them about company-wide happenings. These conversations can provide valuable insights into your current opportunities and decision-making processes, helping you adjust your approach and potentially uncover the reasons behind the stalled deal.
Remember, persistence and a well-thought-out approach are key to reviving these deals.
Don’t be discouraged by initial silence – sometimes, it takes a fresh perspective and a compelling business case to reignite interest.
Ultimately, your goal is to demonstrate your continued commitment to solving your client’s problems and delivering value.
You might just find that what seemed like a lost opportunity was simply waiting for the right approach to move forward.
To recap,
Find a stalled opportunity that has a “champion” or a “coach”
Review all your notes, research, and meeting transcripts
Send a personalised email to your champion with your business case and approach on how they can WIN.
Follow up with a call if no response is received within two days
Consider reaching out to other contacts within the account for insights
If you give it a try, let me know how you go because I’d love to hear from you.
Thank you for reading, see you next week!
Ren
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