![]() (interesting upsell opportunity for implentation if you play your cards right) in this case it wasn't possible without them, but the goal is to showcase the contrast of "how easy" against "hard and doubtful" when evaluating alternativesĢ) tie the end state back to key objectivesģ) if you're not the core priority, lean on ease of set up and ongoing operation Once the ball was in motion, it would chip away at some larger goals.ġ) make it easy for the buyer to visualize what the end state looks like No, but the work needed to get the ball in motion doesn't seem crazy In my brain it became "if you want to do X, you really don't have any other way to do it" He focused on the processes made possible by going deeper ![]() Since he couldn't hide behind the numbers. ^ this might have been the rep's saving grace We ran some early tests to see what was possible. ![]() I didn't *need* anything, but I thought it might help toward some key initiatives He helped me visualize the cost of inaction without saying anything. Let's be real that discount wasn't going anywhere Not because it was urgent that I sign before month end. He fixed it, and I signed the thing at 7:30pm He sends it over w/ my name spelled wrong. Last day of the quarter, trying to sign a contract so a sales rep can get a win before EOQ. Lessons from buying software last week □ħpm on a Friday.
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