Why Stalled Deals Happen

by aaronross383 on June 5, 2009

Recently I attended a webinar by Tom Batchelder of Perficency, the author of “Barking Up A Dead Horse” (isn’t that a great title!?) on why stalled deals happen. Tom did an excellent and clear job in laying out the causes and in giving people some suggestions on what they can,or can’t, do about it. While the slides here speak for themselves, I would pay special attention to slides 5 and 10-14. If the slide viewer is small, notice the “Full Screen” button in the titlebar.

Incidentally, I respect and agree with Perficency’s intention for salespeople: “Get real! Be yourself to sell more”. Amen! People love connecting with people, and the more authentic and open you can be about who you are, the easier you make it for the right clients to resonate with you and see they want what you have to offer, so there’s no need to ‘sell’ anything. This especially resonates with me – my own purpose is to help people find their unique genius, their life purpose translated into meaningful and profitable work, through PebbleStorm.

Tom, thank you for sharing this with me to post. I hope this sends some excellent people you’re way who need your help 🙂


Tom Batchelder: Why Stalled Deals Happen

About Tom Batchelder & Perficency

Tom is the founding partner of Perficency, a national sales coaching organization with satellite offices in Indianapolis, San Francisco, San Diego and New York. Perficency specializes in helping $5-50 million technology & professional services organizations grow revenue and profitability. Blending sales strategy with an expertise in interpersonal psychology, they focus on creating healthy, scalable, sales cultures.

Tom is the author of the book, Barking Up a Dead Horse: Avoiding the wasted time and effort in business to business sales. Tom is most passionate about changing the way a new generation of professionals looks at sales.

{ 4 comments… read them below or add one }

Trish Bertuzzi June 6, 2009 at 6:01 pm

Aaron, thank you so much for sharing this presentation. I have sent your post to my entire team – the email suggestions are fantastic! Also, going to buy Tom's book. Thanks again!

Trish Bertuzzi June 6, 2009 at 6:02 pm

Aaron, thank you so much for sharing this presentation. I have sent your post to my entire team – the email suggestions are fantastic! Also, going to buy Tom's book. Thanks again!

Martin O'Neill June 30, 2009 at 12:05 pm

Aaron, thanks for turning me on to this book. I used to call it "releasing prospects" but now I have a few specific examples to use.

Ray Collis August 28, 2012 at 11:44 am

Yes Arron, good points. The timing has to be right.

Sometimes there may be an aspect of the organization’s buying process that impeding a decision and the salesperson needs to know what that is.

There is more on the buyer’s internal obstacles that cause stalled deals here: http://davesteinsblog.esresearch.com/2012/08/27/why-are-deals-getting-stalled-and-what-can-you-do-about-it/

Previous post:

Next post: