As the new quarter just kicked off, it’s the perfect time to set a strong pace for your sales team. Ensuring that all your reps are effectively managing and advancing their pipelines is crucial. Occasionally, some deals may begin to move slowly or even stall. Below you will find four strategies your reps can employ to reinvigorate stalled deals:
1. Reiterate Initial Agreements – Clear communication is foundational in sales. When a prospect is initially qualified, next steps and expectations should be mutually agreed upon. Now is an opportune moment to remind both parties of these commitments using current communication tools. A tactful email or a brief check-in call can serve as a gentle nudge, reinforcing the pathway forward while keeping the dialogue active.
2. Leverage Data Analytics to Challenge Assumptions – It’s easy to get lost in the details. Encourage your reps to utilize sales analytics and AI tools to gain a high-level view of their pipeline and customer engagement metrics. These insights can help them confirm they are engaging with the actual decision-makers and addressing the prospect’s core purchasing triggers. Visualization tools can particularly help in understanding the full “forest” beyond the “trees.”
3. Embrace Consistency with a Personal Touch – In today’s fast-paced environment, silence doesn’t necessarily spell the end. It’s essential to maintain contact tactfully, leveraging both traditional and digital channels. Personalized video messages, social media engagement, and AI-driven email personalization can make follow-ups feel less intrusive and more genuinely engaging, reducing the perception of being overly persistent.
4. Offer To Walk Away – Sometimes, offering a respectful way out can reignite the conversation. With today’s overwhelmed inboxes, a well-timed, considerate message suggesting that you’ll cease follow-ups unless the need still exists can prompt a renewed dialogue. Employ this tactic sparingly and ensure it’s personalized and sincere to avoid any negative perceptions.
Remember, as we navigate through the initial phase of this quarter, setting a proactive and strategic foundation will pave the way for sustained success. Employing these strategies can help your sales team move slow or stalled deals through the pipeline more effectively in today’s digital and fast-paced sales environment.
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Eliot Burdett
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
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