The Audible-Ready Sales Podcast When to Walk Away from a Deal
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Jan 14, 2025 Antonella O’Day, a B2B sales expert, discusses the art of knowing when to walk away from a deal. She emphasizes evaluating whether you can actually solve a client’s problems and identifies key indicators for deal stalling. The conversation highlights the importance of tangible customer verifiable outcomes as signals of interest. Antonella also shares strategies for tactfully disengaging from deals while keeping relationships intact, reminding us that a no today can lead to opportunities tomorrow.
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Qualify Deals by Real Pain
- Identifying a real business pain with quantifiable impact is key to deal qualification.
- Lack of pain quantification is the top reason deals stall or fall out of the pipeline.
Use Customer Verifiable Outcomes
- Track Customer Verifiable Outcomes at each buying stage to gauge real buyer interest.
- Don't rely on early signs alone; continuously seek new signs to validate progress.
Focus on Metrics and Economic Buyer
- Ensure you know the economic buyer and have tangible metrics to measure success.
- Lack of access to economic buyer or clear metrics may signal a non-viable deal.