One thing our reps have found useful for pushing deals over the fence is bringing in another senior sales person or manager who’s positioned to approve deals. This person works more closely with the finance team to finalize terms, mentioning that they work with the CFO. We’ve found that the tone of prospective clients becomes more refreshing, knowing they are speaking with someone who’s closer to internal finance for the company, allowing for more trust and comfort. Not to mention, this also helps reps stay on track during closing, when the stakes and nerves are usually at their peak. ASK FOR HELP!!!