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Don’t sell alone. Build your network early.
Posted on August 15, 2016 at 2:56 PM |
To: Sales Manager Ref: No Network Connection I am writing in response to your request for additional information. In my sales pipeline report, I put “no
network connection,” as the cause for my sales pipeline miss. In your email to me, you said that I should
explain more fully. I was prospecting alone on a new account. During my visit, I discovered I had
competition, and lacked access to the decision maker. Rather than research potential networking
connections that might provide an introduction to the decision maker, I decided
to dazzle my contact with the feature functionality of our solution. I presented our company and product
information talking slowly to make sure my contact was clear concerning our value
proposition. Due to my surprise of their lack of interest, I lost my presence
of mind and recommended we move forward with a demonstration. Needless to say, the meeting came to a rapid
end and I was escorted out. On the way
out, I met our competition coming in. Not
taking this lightly, I broke into a rapid dialogue reiterating our product
functionality, not stopping until our competitor had passed. Fortunately, at this point I regained my presence of mind and was
able to suggest a special deal hoping to skip right to a proposal. At approximately the same time, however, we
reached the lobby. Without access to the
decision maker I was on my own and time was running out. As you might imagine, I began a rather rapid
dialogue concerning after-sales support fearing my opportunity was slipping
away. In the vicinity of the front door, I met a well-connected consultant
walking side-by-side with the decision maker.
This encounter with the consultant and decision maker slowed me enough
to realize I needed help. I’m happy to
report, as I walked across the parking lot, unable to continue my sales call,
watching the consultant walk off with the decision maker; I had the presence of
mind to make a networking request with the consultant. Once I develop a joint value proposition with
the consultant I should be back on track. I hope I have furnished the information you required as to how my
sales cycle stalled because, “I’ve been trying to sell alone.” |
Categories: CMO, Customer Experience
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