Deal Breakers: Training Your Reps on When to Walk Away from a Bad Deal


Dailius Wilson – VP Sales & Growth, GetAccept

Hank Wells – Account Executive, Outreach

What you’ll learn:

  • The six strategies for avoiding getting sucked into a bad deal
  • How to gracefully and firmly pull out of a conversation without burning bridges
  • How to help your reps keep their emotions in check when working a deal (accountability is key!)
  • 6 “deal breakers” that are a sure sign a deal is never going to happen

Watch it here

In sales, the person who can’t walk away loses. While it’s easy to get swept up in the adrenaline of the chase, it’s important that sales reps learn how to be dispassionate and spot the signs of a deal that’s just never going anywhere. With the explosion of account-based sales, we all know how to spot the signs of an ideal account profile. In this webinar, we discussed how to coach the reps to easily spot the signs of a prospect or account that will never lead to a deal.

Lauren Alt is the Manager of Demand Generation at Outreach. Prior to this, she led the marketing campaigns where she was responsible for overseeing and coordinating marketing’s campaign planning, execution and measurement processes for the purpose of cross team alignment to achieve marketing revenue goals.

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