You know the moment. You had a great meeting; the buyer was engaged, you sent the proposal, and then… nothing. Emails go unanswered, calls go to voicemail, and your once-hot prospect has gone cold.
Why does this happen? Sometimes the answer is clear. Other times, the buyer might not even know what’s holding them back. It could be a real issue like budget freezes or internal reshuffles. Or it could be something vaguer – inertia, doubt, or good old-fashioned procrastination.
Let’s break down the common real and imagined roadblocks that stall sales deals and explore how a sharp salesperson (with the help of a good CRM) can tackle each one.
The Real Roadblocks
These are the tangible, practical barriers that prevent deals from moving forward. Recognising them means knowing when to press and when to pause.
1. Budget constraints
“We want this, but we’ve just had a spending freeze.”
Response: Shift from closing mode to nurturing mode. Log the details in your CRM and set reminders to follow up when the new budget cycle begins. Use downtime to reinforce value with updates or case studies.
2. Decision-making delays
“We need to get sign-off from four other people.”
Response: Use your CRM to map the buying team. Add contacts, track roles, and identify influencers. Tailor follow-ups to address the needs and concerns of each stakeholder.
3. Internal changes
“Our head of ops just left—we’re pausing new tools for now.”
Response: These shake-ups are frustrating, but they’re not the end. Make a note of personnel changes in your CRM and keep the line warm with the remaining contacts. Once things stabilise, you’ll be first back on their radar.
The Imaginary Roadblocks
These aren’t rooted in hard facts, but they feel real to the buyer. Often emotional or psychological, these barriers require a more nuanced approach.
1. Inertia / status quo bias
“Let’s just stick with what we’ve got.”
Response: Remind them why they engaged you in the first place. Use CRM notes to pull up pain points they shared. Reframe the conversation around solving those problems, not replacing a system.
2. Fear of change / implementation anxiety
“It sounds good, but I’m worried it’ll be a nightmare to roll out.”
Response: Reduce perceived risk. Use your CRM to schedule touchpoints that walk them through onboarding, training, and support. Share stories of similar clients who successfully made the switch.
3. “We’re too busy”
“Can we talk in Q3?”
Response: Don’t let the trail go cold. Use your CRM to set nudges for soft follow-ups. Send a relevant case study or industry insight that keeps you top-of-mind without adding pressure.
How a Good CRM Helps You Spot the Difference
The key to dealing with roadblocks, real or imagined, is clarity. BuddyCRM gives you the tools to:
- Track the last real signal from your buyer
- See all contacts and their roles in one place
- Create workflows and reminders for timely follow-ups
- Keep detailed notes that help tailor your response to each objection
You won’t have to guess with the right information in front of you; you can adapt.
Sales don’t stall without reason, but the reason isn’t always obvious. Some roadblocks need time. Others need a nudge. And sometimes, you just need to reframe the conversation.
With visibility, structure, and persistence, you can overcome the silence, especially if you’ve got a Buddy to help.