What to do with a deal that is "stuck"

This deal was on your pipeline report last quarter. It was in the same stage at that time, too. The only thing that has changed is that you’ve had one phone call with the prospective client.

The same deal was on your pipeline report the quarter before that. It was in the same stage of your sales process then. Close to six months ago, this prospect suggested that they are interested in what you sell.

This deal wasn’t a new deal three quarters ago. Three quarters ago, it had a close date that indicated it would close in 90 days … and that would’ve been two quarters ago.

If we scroll all the way back, way back into ancient history, you will see that this opportunity started years ago. And back then, it may, in fact, have been an opportunity. There may have been real interest. More still, there may have been a compelling event. But now, too much time has passed.

Where this deal belongs

It’s never pleasant to take an opportunity out of your pipeline. It feels like giving up. However, it isn’t giving up.

Some opportunities take a long time to develop. And some opportunities take a long time to work through the process of making a decision, changing, and buying something new from someone new. As much as you would like to compress the time, that is sometimes difficult to do especially in a larger, more complex sale with high switching costs.