Welcome to part three of the $200,000,000, 10-year deal—the moment we had to go around the system and head straight to the economic buyer.

We had already done a great needs assessment. We were innovative. And our client’s customer’s bid was written based on our client’s specs and innovative ideas. That gave their customer the right to pull the bid and enter direct negotiations with my client.

But then everything stalled. And no one could explain why.

That’s when I realized timing was no longer on our side. I told my client, “It’s time to go to the economic buyer—the senior executive in charge of the entire operation.”

Why? Because this guy had the most to lose if the deal didn’t happen. And they had a 30-year relationship with him.

They had all come up in the industry together.

We knew we could get the meeting. But now we had to craft the right question.

It took us two hours. Here’s what we landed on:
“This deal appears to be 10 years in length, worth $200 million. Is this a deal that you should be involved in making the final decision on?”

He looked at us and said, “Damn right.”

So my client said, “We’ve done everything. Here’s where we are. But it’s stalled—and we can’t start delivering benefits until the agreement is finalized.”

He replied, “Give me a few hours.”

By the end of the day, the obstacle vanished—and the deal was signed.

And that’s why top sales leadership consultants always say: Call high.
Not because you’re always selling to the CEO, but because relationships at the top help you unstick deals when they stall in the middle.

You want connections at every level—the top, the middle, and even the end users, who may not have power, but can give you insight.

Velocity isn’t just speed—it’s speed with the right direction. And sometimes, that direction is up.
If you are a top sales executive facing stalled deals, shifting priorities, or a team that’s moving fast but not always in the right direction, let’s talk. As a top sales leadership consultant and keynote speaker, I’ve helped leaders on six continents close high-stakes deals, build influence at every level, and accelerate results with the Velocity Mindset®. Schedule a free call today—and let’s identify exactly where speed and strategy can align to move your biggest opportunities forward. https://calendly.com/ronkarr/30min

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