Skip to main content
Image coming soon

Fix the Deal Stalling at Mid-Funnel

$201.00
Adding to cart… The item has been added

What is the Fix the Deal Stalling at Mid-Funnel course about?

As an Account Executive at MongoDB, Graham is in the thick of enterprise sales cycles where technical complexity meets procurement inertia. His current reality: deals that show early promise start stalling after initial discovery , especially when handoff to technical teams begins. The pain isn’t just lost revenue; it’s the rework of re-educating stakeholders, re-proving ROI, and chasing down silence. The deeper.

What situation is the Fix the Deal Stalling at Mid-Funnel for?

As an Account Executive at MongoDB, Graham is in the thick of enterprise sales cycles where technical complexity meets procurement inertia. His current reality: deals that show early promise start stalling after initial discovery , especially when handoff to technical teams begins. The pain isn’t just lost revenue; it’s the rework of re-educating stakeholders, re-proving ROI, and chasing down silence. The deeper.

Who is the Fix the Deal Stalling at Mid-Funnel course for?

Enterprise Account Executive selling technical platforms into mid-to-large organizations, managing 10, 15 active pipeline deals, where technical validation gates progress and stakeholder alignment shifts weekly.

Who is the Fix the Deal Stalling at Mid-Funnel course not for?

This is not for SDRs, customer support reps, or marketers. It’s not for those selling simple SaaS tools with one-call closes. If your deals don’t require technical proof, procurement negotiation, or multi-threaded stakeholder mapping, this isn’t for you.

What do you take away from the Fix the Deal Stalling at Mid-Funnel course?

Identify the 3 hidden friction points that kill mid-funnel momentum Deploy a stakeholder activation sequence that keeps technical buyers engaged Build a proof-of-value checklist that speeds up validation cycles Use a no-pressure follow-up rhythm that prevents ghosting Turn stalled deals into predictable closes within 10 business days.

What's included with your purchase?

12 modules with 12 chapters each (144 chapters) Downloadable templates and worked examples for every module Hand-built implementation playbook delivered alongside course access 30-day money-back guarantee.

What does the Fix the Deal Stalling at Mid-Funnel cover on delivery and format?

Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access. Time investment: 15, 30 minutes per module, designed to be applied immediately to live deals.

How does this compare to the alternatives?

Generic sales training teaches broad frameworks. This course gives you a battle-tested, step-by-step system for unsticking enterprise deals , specifically for technical platforms like MongoDB, with templates and sequences you can use tomorrow.

Closely related courses: Fix the Deal Stalling at Mid-Funnel with Precision.

More answers: what you get with every course, refund policy, all help answers.

A tailored course, built for your situation

Fix the Deal Stalling at Mid-Funnel

A field-tested system to move MongoDB pipeline deals from stuck to signed in under 10 days

$199 one-time
24-hour access provisioning 30-day money-back guarantee Hand-built implementation playbook
12 modules. 12 chapters per module. 144 chapters total.
12 modules, each with 12 chapters (144 chapters total), text-based, plus downloadable templates and a hand-built implementation playbook delivered alongside course access.
Deals consistently stalling between discovery and technical validation

The situation this course is for

As an Account Executive at MongoDB, Graham is in the thick of enterprise sales cycles where technical complexity meets procurement inertia. His current reality: deals that show early promise start stalling after initial discovery , especially when handoff to technical teams begins. The pain isn’t just lost revenue; it’s the rework of re-educating stakeholders, re-proving ROI, and chasing down silence. The deeper issue? A lack of structured momentum-building between buyer engagement and technical validation. Without a system, these deals either collapse or drag into next quarter.

Who this is for

Enterprise Account Executive selling technical platforms into mid-to-large organizations, managing 10, 15 active pipeline deals, where technical validation gates progress and stakeholder alignment shifts weekly.

Who this is not for

This is not for SDRs, customer support reps, or marketers. It’s not for those selling simple SaaS tools with one-call closes. If your deals don’t require technical proof, procurement negotiation, or multi-threaded stakeholder mapping, this isn’t for you.

What you walk away with

  • Identify the 3 hidden friction points that kill mid-funnel momentum
  • Deploy a stakeholder activation sequence that keeps technical buyers engaged
  • Build a proof-of-value checklist that speeds up validation cycles
  • Use a no-pressure follow-up rhythm that prevents ghosting
  • Turn stalled deals into predictable closes within 10 business days

The 12 modules (with all 144 chapters)

Module 1. Map the Real Decision Network
Go beyond org charts to uncover who actually influences technical buy-in, including silent blockers and hidden champions.
12 chapters in this module
  1. Identify technical influencers
  2. Spot procurement gatekeepers
  3. Find the quiet skeptic
  4. Engage the internal champion
  5. Map decision dependencies
  6. Track communication styles
  7. Uncover hidden agendas
  8. Assess risk tolerance
  9. Locate budget triggers
  10. Pinpoint escalation paths
  11. Validate stakeholder power
  12. Update map weekly
Module 2. Diagnose the Stalling Pattern
Recognize the specific type of stall , technical objection, budget freeze, or loss of urgency , and match it to a recovery path.
12 chapters in this module
  1. Classify the stall type
  2. Detect silence patterns
  3. Review email tone shifts
  4. Track meeting cancellations
  5. Flag delayed responses
  6. Assess technical feedback
  7. Identify competitor mentions
  8. Check budget calendar
  9. Measure engagement drop
  10. Review stakeholder turnover
  11. Audit internal comms
  12. Assign stall score
Module 3. Re-Engage Without Being Pushy
Use value-triggered messaging that restarts conversations without sounding desperate or salesy.
12 chapters in this module
  1. Craft urgency-neutral email
  2. Reference recent milestones
  3. Share peer use case
  4. Ask open-ended question
  5. Offer micro-insight
  6. Attach relevant template
  7. Propose 10-minute check-in
  8. Use third-party trigger
  9. Leverage product update
  10. Tag team member
  11. Include ROI snippet
  12. Close with optionality
Module 4. Build the Proof-of-Value Checklist
Create a lightweight, co-owned validation plan that speeds up technical evaluation and builds internal advocacy.
12 chapters in this module
  1. Define success criteria
  2. List required integrations
  3. Outline data requirements
  4. Set performance benchmarks
  5. Include security checks
  6. Add compliance markers
  7. Map to use cases
  8. Assign test owners
  9. Set review cadence
  10. Document assumptions
  11. Track feedback loops
  12. Close validation gaps
Module 5. Run the 3-Day Validation Sprint
Accelerate technical buy-in with a time-boxed process that delivers proof fast and keeps momentum high.
12 chapters in this module
  1. Launch sprint kickoff
  2. Assign daily tasks
  3. Share progress snapshot
  4. Host micro-review
  5. Adjust scope fast
  6. Capture feedback early
  7. Resolve blockers daily
  8. Update stakeholder list
  9. Document wins visibly
  10. Share sprint recap
  11. Request next step
  12. Celebrate completion
Module 6. Activate the Internal Champion
Equip your sponsor to sell internally using tools they can reuse without your constant input.
12 chapters in this module
  1. Identify champion motivation
  2. Provide battle card
  3. Share executive summary
  4. Pre-write internal email
  5. Build ROI slide
  6. Anticipate objections
  7. Supply comparison sheet
  8. Offer talking points
  9. Create stakeholder map
  10. Send update template
  11. Schedule advocacy touch
  12. Recognize contributions
Module 7. Handle Technical Objections Gracefully
Respond to engineering concerns with clarity and confidence , without overpromising or overcommitting.
12 chapters in this module
  1. Acknowledge concern fully
  2. Reframe as shared goal
  3. Cite real implementation
  4. Offer sandbox access
  5. Link to documentation
  6. Suggest peer call
  7. Clarify scope limits
  8. Propose workaround
  9. Escalate appropriately
  10. Follow up with data
  11. Document resolution
  12. Close the loop
Module 8. Align the Commercial Conversation
Bridge technical validation to commercial terms without derailing progress or triggering procurement resistance.
12 chapters in this module
  1. Time pricing discussion
  2. Link value to cost
  3. Introduce TCO model
  4. Explain licensing logic
  5. Anticipate legal flags
  6. Prepare discount rationale
  7. Outline renewal terms
  8. Clarify support levels
  9. Bundle strategically
  10. Negotiate trade-offs
  11. Secure budget approval
  12. Confirm commercial fit
Module 9. Navigate Procurement Without Delay
Work with, not against, procurement teams by aligning timelines, language, and deliverables to their process.
12 chapters in this module
  1. Identify procurement lead
  2. Learn their process
  3. Submit early paperwork
  4. Clarify evaluation criteria
  5. Meet compliance needs
  6. Provide references fast
  7. Align on SLAs
  8. Answer RFP items
  9. Schedule compliance call
  10. Track approval stages
  11. Escalate bottlenecks
  12. Confirm final sign-off
Module 10. Create Momentum with Micro-Wins
Break large deals into visible, incremental successes that build confidence and prevent stagnation.
12 chapters in this module
  1. Define first micro-win
  2. Set quick deadline
  3. Assign joint ownership
  4. Announce completion
  5. Share internal win
  6. Request feedback
  7. Build on success
  8. Chain to next step
  9. Document progress
  10. Celebrate small
  11. Update stakeholders
  12. Maintain velocity
Module 11. Close the Loop with Stakeholders
Ensure every interaction ends with clarity on next steps, ownership, and timing , no more ambiguity.
12 chapters in this module
  1. Summarize decisions
  2. List action items
  3. Assign owners
  4. Set deadlines
  5. Send recap email
  6. Confirm receipt
  7. Track completion
  8. Follow up pre-deadline
  9. Verify outcomes
  10. Adjust plan as needed
  11. Update pipeline status
  12. Archive conversation
Module 12. Make It Repeatable
Turn your breakthrough into a playbook you can apply to every stalled deal , without starting from scratch.
12 chapters in this module
  1. Review deal post-close
  2. Extract key lessons
  3. Update templates
  4. Refine checklists
  5. Train internal team
  6. Share success story
  7. Optimize sequence
  8. Adjust timing
  9. Improve messaging
  10. Track cycle time
  11. Benchmark results
  12. Scale the system

How this maps to your situation

  • Deal stuck after first technical call
  • Champion goes quiet after demo
  • Procurement delays validation
  • Multiple stakeholders, no consensus

Before vs. after

Before
Deals stall after discovery, technical validation drags, stakeholders go quiet, and momentum dies , leaving you chasing ghosts and missing quota.
After
You diagnose the stall, re-engage with precision, run fast validation sprints, and close deals in under 10 days , consistently.

What's included with your purchase

  • 12 modules with 12 chapters each (144 chapters)
  • Downloadable templates and worked examples for every module
  • Hand-built implementation playbook delivered alongside course access
  • 30-day money-back guarantee

Delivery and format

  • Course and learning environment access provisioned within 24 hours of purchase
  • Hand-built implementation playbook delivered alongside course access

Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.

Time investment: 15, 30 minutes per module, designed to be applied immediately to live deals.

If nothing changes
Without a system to break through mid-funnel stalls, you’ll keep losing deals that should close, wasting time on rework, and falling short of quota , while top performers pass you by using invisible frameworks.

How this compares to the alternatives

Generic sales training teaches broad frameworks. This course gives you a battle-tested, step-by-step system for unsticking enterprise deals , specifically for technical platforms like MongoDB, with templates and sequences you can use tomorrow.

Frequently asked

Is this for technical sellers or AEs?
Built for Account Executives managing complex technical sales, especially when deals stall between discovery and validation.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Can I apply this to my current pipeline?
Yes , each module includes templates and actions you can use on live deals immediately.
$199 one-time. 15, 30 minutes per module, designed to be applied immediately to live deals..

Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.

30-day money-back guarantee· 144 chapters· Hand-built playbook included· Account access within 24 hours
!