This sounds really good in theory, but unfortunately it's just not true.
There are sales reps that play golf with clients. They've been selling to CxOs for years at some of the largest companies like IBM, Oracle, and now Google. They have the relationships because they've worked with the CxO before, selling another massive piece of software. It is not because they immediately shared pricing and cow-towed to whatever the prospect said at the very first meeting when the CxO was a Devops eng or a FTE without budget.
The majority of sales is opportunity cost and focusing your resources on the deals that matter. Working hard and fulfilling every wish of every prospect is a waste of time and the easiest way to fail in sales.
Comments
This sounds really good in theory, but unfortunately it's just not true.
There are sales reps that play golf with clients. They've been selling to CxOs for years at some of the largest companies like IBM, Oracle, and now Google. They have the relationships because they've worked with the CxO before, selling another massive piece of software. It is not because they immediately shared pricing and cow-towed to whatever the prospect said at the very first meeting when the CxO was a Devops eng or a FTE without budget.
The majority of sales is opportunity cost and focusing your resources on the deals that matter. Working hard and fulfilling every wish of every prospect is a waste of time and the easiest way to fail in sales.