All right everyone I could use some advice on. As some of you know I'm newer to B2B sales but I recently got into a position to potentially make the biggest sale in my companies 20 year history. A large medical facility is trying to replace its fleet of copiers and the incumbent is particularly suited to serve them but they are no an authorized dealer for the manufacturer the client wants and we are. My director is working with me and we met with the manager handling the fleet but he is not the DM or a high recommender. He told us to send over any revisions and pricing so he can present it to the higher ups as he is meeting with their incumbent next week. We are a top tier supplier for the 2 models they are looking for and my Director believes giving the manger pricing is a waste of time. He thinks trying to get to the CFO or anyone else would be a waste of time since they are so far into talks with the incumbent.
Here's where it gets interesting. We thought it was a 1% chance of being in the deal. But my Director has a 3rd party contact that can get us in contact with the incumbent to discuss a possible collaboration. We haven't heard from the incumbent but we've only been trying for a week or so and I think the process could go for another month or 2. The thing is what we can provide the client was looking for in the first place but we can't handle the level of service they are looking for. The incumbent can't provide the products the client is looking for and is recommending subpar items for both models and can handle the service that the client is looking for.
My question is what else can I possibly do to increase our odds of getting this collaboration? Any advice is much appreciated!
8 comments