Get more patient. As long as you’ve got a dialog going, you’re still in the sales cycle. Relax, take a deep breath, and revise your forecast to reflect the delay.
Get up-front commitment. During the demonstration, get the stakeholder to make an appointment (or send an email requesting one) with the decision-maker while you are online with the stakeholder.
Close the loop. When you email the thank-you and next steps to the stakeholder, copy the decision-maker, so that the decision-maker knows that the stakeholder is committed.
Send a warning email. Sure you might get a deferral, but if you’re going to get one on the email, you’re going to get one on the phone call anyways. Best to know sooner than later,
Create a sense of urgency. If you have some kind of discount program, make the discount contingent on a response within a certain timeframe.
Try to call higher. You say that it’s nigh impossible to get to the decision-maker. Well, maybe, but that doesn’t mean that you can’t try. Find out where the decision-maker network and make contacts.
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