I was working with a client to figure out how to neutralize a deal blocker and it got me thinking…
Have I ever been a deal blocker?
I can think of many times I’ve been a mobilizer, particularly for sales enablement tools.
However, I realized there was a moment where I blocked a fairly significant deal.
Let me tell bring you into the room when...
Our customer success team was deciding between three fancy new solutions.
In the conference room were 3 members from Customer Success, the Head of Customer Success and Sales Engineering.
But, they were at a stand still.
Until they pulled me into the room and asked, “Juliana, what do you think?”
My first question was, “Why are we looking at a new solution?”
This question revealed the trigger event to be a communication redundancy issue between Customer Success and Sales Engineering.
It wasn’t clear who was in charge of solving a problem which created some confusion for our customers and ourselves.
After discussing the issue a little more however, we realized something.
It turns out there was a way we could structure our existing solution to solve the trigger problem.
Next I asked, “Ok, these tools are better than what we have, but if you buy one who’s going to train the team and implement everything?”
Everyone looked at each other until someone said, “Well, that’s something the suppliers said they’d take care of.”
Me: “How many times do you see our solution value not realized because our customers don’t have someone internally taking full responsibility of the implementation?”
And that’s the time I squashed a deal.
Like most deals, the team ended up sticking with the status quo, even though the solutions on the table were clearly more sophisticated.
So, what would have neutralized me, the deal blocker in this case?