A funny thing happened this week…
A prospect contacted me about setting up a demo, which in itself is not so funny, but here is what I found revealing:
Several months ago, I was told by someone else at this same prospect that they were pleased with their vendor and it was unlikely they would make a change. This person was a senior decision maker.
Fast forward, a subordinate of this person, at the same entity, is now interested in viewing other options. Hmmm, so I ask the other person if there is a fighting chance to win their business since I know about the existing relationship…
The answer is yes! In fact, not only is there s chance but this other person went on to tell me specifically things they were not pleased with. Wonderful, thank you sir!
There are many paths in. If one door is closed, find another. You may be able to knock the door down if you keep banging but isn’t it easier to walk around the building and find another door that’s open?
I will let you know how this plays out.
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