Came in to do a demo and saw the competitor's brochure on the table - had to act quick, knowing we come at a significant premium compared to that competitor. Blew their socks off in the demo and got them to admit it was "clearly superior", and moved for the close. With a very limited budget just barely squeezing in a stripped-down configuration, our prices changed mid-process.
Had to get some special approvals to overcome the price change which could have lost the deal. Cold emailed a few purchasing agents I thought might be handling the deal, and got it fast-tracked through purchasing before we lost the special approval.
At the cost of a decent discount (and a smaller comish check, Coors Light it is), we beat out our strongest competition and now have a way in the door in a high-profile building full of future customers (they just don't know it yet). Chalking it up as a win in my book!
26 comments