| I was with a company where the sales guy missed a vital instruction from the inside champion that his company had a religious obsession with limiting all company meetings to 60 minutes. He forgot to tell the product manager who had flown across the Pacific to deliver the presentation, and wasted much of the first hour with a sales pitch before the Product Manager got his turn to do a demo. Therefore, the latter was shocked when his audience looked at their watches and began to leave before the demo had finished.
The sales guy lost his job soon after and although we did not win the account, the recovery attempt was based on asking the internal champion to reassemble a smaller presentation for the demo, with no sales pitch. We never managed to get the senior audience again.
In hindsight, logic suggests that if the target company really needed the solution, then their champion would have done the sales job for us before the big demo. But being a million $ product that could potentially save them some millions, he wasn't convinced enough to pre-sell it.
So find the internal champion and work on him/her.
Private Reply to Ash Nallawalla (new win) |
