March 14, 2025 - Ascender Insights: When to Walk Away [Event Recap]

Joe Huber · 2025-03-17T18:18:09+00:00

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Paul DeMore was live with Ascender to talk about how you know a deal isn't going to close right now and how to walk away with your relationship intact and your head held high.

Level-Setting
- It's not always easy to tell
- YOU have to make the call
  - But you should always talk with your manager, first
  - Having a strong pipeline makes the decision easier
Knowing when to walk away
- Warning signs
  - Misaligned metrics
  - No definition of Decision Criteria
  - Seller is the only person driving things forward
  - No Champion in the deal
- Getting to the truth
  - Test your Champion
  - Pressure-Test the urgency
  - Validating budget and process
  - Be direct and ask
  - When is it time to walk?
- Strategic Disengagement
  - How to walk away gracefully

Event Recap

Great insights from someone who lives and breathes this every day.