Failing Deal Recovery Paths
Recovery: Late-Stage Deal Going Dark in Procurement
Verbal yes 5 weeks ago. Champion has gone silent. Procurement isn't responding. Quarter-end is in 12 days.
The situation
$320K ARR deal. You had a verbal commitment from the SVP five weeks ago. Then it went into procurement. Three follow-ups have gone unanswered. Your Champion replied two weeks ago with 'still chasing.' Quarter-end is 12 days away and this is in your commit.
Key stakeholders
- Ben CarterchampionDirector of Operations (Champion)Was engaged. Now silent.
- Procurement TeamneutralUnknown contacts
- SVP Operationseconomic buyerVerbal approver
Step 1
Decision pointIt's a Monday with 12 days left in the quarter. You have not heard back on your last three emails to Ben.
What is your diagnosis-first move?