Executive Alignment
When the Deal Just Needs Executive Alignment
You’ve done the discovery. Security is approved. Procurement is cleared. The ROI is obvious.
Then the deal reaches the final stage of executive approval and suddenly, nothing moves.
This is one of the most frustrating moments in enterprise sales. The sales rep has spent months building consensus, only to discover that getting everyone aligned doesn’t necessarily mean getting the final decision made.
Sometimes it feels like some magic is needed to get everyone aligned to move forward.
For executives, approving a new technology investment can mean taking on risk, disrupting the status quo, and being accountable if things go wrong. Even when the business case is strong, that final decision can still stall.
This cartoon captures that painfully familiar moment: the deal is practically closed, but the purchase order remains just out of reach.
For experienced sales reps and account executives, the joke hits because they’ve lived it.
