Why You Can't Let Go of a Lost Cause

Hanging on to dead deals in your pipeline? It’s costing you big time. In this video, we’ll tackle the *why* behind those stuck deals—and uncover simple strategies to free up your time and energy for sales that actually close.

Don't forget to check out last week's top tip: When to Give Up on a Deal!

For more strategies like this, check out my sales tip video library on YouTube...

If you prefer to read - here is the transcript:

Last week we talked about how to spot a deal that probably needed to be moved out of your pipeline. So let's talk about why it might still be stuck there and what to do about it.

Well, number one reason that sellers hang on to deals that are never going to close is because they have nothing else to work on. The pipeline is dry, it's empty, and it feels better working on something than it is working on nothing. So make sure that you always have a full pipeline.

Another reason that sellers don't get rid of deals when they should is that they're only talking to a single point of contact inside that organization. And so they're single threaded. They're myopic. They don't have a broad enough view inside the company to really know whether the deal is still on the books and viable or not.

Third reason is pressure. The wrong kind of pressure, right? A management team or a marketing team, or a product team, or just your own internal competition meter that says, I've got to win at all costs.

Sometimes we spend too much time dealing with prospects that we just want to like. We try to make them like us, and we want the win more than we really want the business. And we have to ask ourselves that. Are we staying in this just to prove something to someone? Is this really a good use of time, or should I be moving on to something else?