Deal marked "Closed Lost" when prospect is unresponsive for over a month?

[fonzieMT]

Hi guys, 

I'm managing the Sales Ops of a B2B SaaS company. I'm looking for best practices around Deal Management. 

Question: Let's say we haven't heard from an Active Deal in a long while (1 month, maybe more), can we mark the deal as "Closed Lost"? If not, any alternatives you suggest to manage these kinds of exchanges better?

We go through a lot of stagnant deals in our sales reviews which might not require attention over other warm deals, but they're treated the same way because they're still part of the pipeline. 

Thanks in advance! 

[karstenkoehler · Accepted solution]

Hi @fonzieMT,

I would say that's perfectly reasonable. It could be automated with a simple deal-based workflow: https://knowledge.hubspot.com/workflows/create-workflows

• Enroll contacts when
  • "Deal stage is known" (enable re-enrollment) AND "Deal stage is none of closed lost, closed won" AND "Next activity date is unknown" AND "Close date is unknown"
    OR
  • "Deal stage is known" (enable re-enrollment) AND "Deal stage is none of closed lost, closed won" AND "Next activity date is unknown" AND "Close date is more than 0 days ago"
• Add a delay for 30 days
• Use "Set property value" workflow action to update Deal stage to Closed lost and Closed lost reason to "Inactivity"
• In the settings tab of the workflow, set the unenrollment criteria to "Entered stage date X is less than 1 day ago" OR "Entered stage date Y is less than 1 day ago" OR etc - listing all of the non-closed stages

Let me know if you have any follow-up questions!