You just wrapped what felt like a solid discovery call. The prospect seemed engaged, the pain points were clear, and you agreed on next steps. Fast forward two weeks, and the deal hasn't moved an inch. Sound familiar?
This scenario plays out in sales organizations every single day. Opportunities that looked promising after discovery suddenly go quiet, leaving sellers frustrated and pipelines stuck. The problem isn't always that the prospect has lost interest. Often, the issue traces back to how discovery was conducted and what happened immediately after.
Let's break down why deals stall and what you can do to keep them moving forward.
The Real Reasons Deals Stop Moving
When opportunities slow down after discovery, one or more of these issues is usually at play:
1. The discovery call was weak. Maybe you pitched too soon before understanding the prospect's situation. Or you asked surface-level questions and called it qualified based on gut feel rather than a clear framework. You might have even ended the call without locking in concrete next steps from both sides.
2. Your CRM is a black hole. If you're not logging every interaction and activity, you lose visibility into what's actually happening with your deals. When nothing is tracked, important follow-ups get missed and momentum dies.
3. Your follow-ups add zero value. Generic emails like "Just checking in" or "Are you still interested?" don't move deals forward. They signal that you have nothing meaningful to offer and make it easy for prospects to ignore you.
4. You don't really understand what matters to them right now. Without strong rapport and deep insight into your prospect's current priorities and mindset, your outreach will always miss the mark.
5. You're stuck in a single channel. Relying only on email when your prospect is more active on LinkedIn or text means you're invisible when it matters most.
6. Outside factors changed the game. Budget cuts, leadership changes, employee turnover, or shifting priorities can derail deals through no fault of your own. You can't control these, but you can control everything else.
How to Fix It: Start With Better Discovery
The quality of your discovery call sets the tone for the entire deal. Here's how to make it count:
1. Set a clear agenda. Start every call by outlining what you'll cover and what success looks like by the end. This gives structure and shows you value their time.
2. Be genuinely curious. Ask about their role, their team, their products, their goals. Don't just run through a checklist. Show real interest in understanding their world.
3. Listen more than you pitch. The best discovery calls are 80% listening and 20% talking. Save your pitch for later. Right now, your job is to uncover everything you need to know.
4. Use a sales framework. Whether it's MEDDIC/MEDDPICC, BANT, SPIN Selling, Challenger Sales, SPICED or another methodology, having a consistent approach ensures you dig deep and don't miss critical information. These frameworks help you qualify deals based on facts, not feelings.
5. Rephrase what you hear. As prospects share information, repeat it back in your own words. This shows you're actively listening and helps you absorb what really matters to them.
6. Let the conversation guide your questions. Don't robotically work through a list. Ask follow-up questions based on what you're learning. The best insights come from going deeper on what the prospect actually cares about.
7. Lock in the next steps. Before you hang up, confirm mutual interest and agree on specific actions each of you will take. Get buy-in on the timeline. If they're not willing to commit to next steps, you don't have a real opportunity.
8. Practice with your team. Role-play discovery calls regularly. Get feedback, improve your technique, and build confidence. The more reps you do, the better you get.
9. Do more discovery calls. Don't wait until you're perfect to ramp up your activity. Low call volume hurts your pipeline more than a few imperfect conversations ever will.
Keep Discovery Going After the Call
Here's the key insight: discovery doesn't end when the first call does. Every touchpoint is a chance to learn more about your prospect's situation and priorities.
1. Make your CRM work for you. Log everything. Use automation to capture emails, meetings, and call notes automatically. Consider AI notetakers to document key information, track objections, identify pain points, and score leads. Review your activities regularly and make sure every deal has a clear next action with a date and time. Use technology to spot deals that are stalling.
2. Send follow-ups that actually matter. Think proactively about what will move the needle. What would help your prospect look smart internally? What would remove friction from their decision-making process? Consider what's most valuable right now: tailored collateral that speaks directly to their situation, video messages that add a personal touch, ROI calculators that quantify the impact, case studies from similar companies, or competitor comparisons that arm them for internal conversations.
3. Mix up your channels. Don't just rely on email. Try LinkedIn messages, phone calls, text messages, or even WhatsApp if appropriate. Meet prospects where they are most active.
4. Think like a trusted advisor, not a vendor. What does your prospect need to build internal consensus? What would help them vet your solution thoroughly? What would make them look like a hero for bringing you in? Go out of your way to provide that.
5. Balance urgency with respect. Remind them of the pain they're trying to solve and why timing matters, but don't be pushy. Respect their business cycle and the reality of their decision-making process.
The Bottom Line
Deals stall when discovery is shallow, follow-up is generic, and sellers fail to provide ongoing value. The fix is straightforward: run better discovery calls, track everything in your CRM, and send follow-ups that actually help your prospects act as champions.
The difference between a stalled deal and a closed deal often comes down to how well you understand your prospect and how effectively you demonstrate that understanding at every stage.
Ready to stand out with follow-ups that actually move deals forward?
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