A few weeks ago I was working with a client on a multi-million dollar opportunity that was “stuck” and apparently going nowhere. There was mounting pressure to get it closed before the quarter end. Keep in mind that this account team had been working on this deal for over 8 months.

Losing any customer is a bad thing for most businesses (there are some customers that need to be fired, but that is a topic for another day). Losing a customer when your business is a subscription model such as SaaS can be extremely painful.

Picture this situation: It is quarter end and your team just landed a big deal with days to spare. Everyone is excited to get that PO, book that business, and cash that commission check. After all, that is what you are paid to do in sales, right?