At critical points in the sales cycle, send buyers communications from a VP or director to encourage deal movement. They should introduce themselves, offer support, and answer questions. This keeps the opportunity fresh in the buyer’s mind and offers them a chance to raise questions and concerns. As the deal ages, leadership check-ins can become more direct to determine whether the opportunity is progressing.
- 15-, 30-, and 60-day checkpoints in the sales cycle, or at other milestones based on your particular sales cycle
- Send an email relevant to the lifecycle of the opportunity from a VP or director