softwarebro

Sales Director

Final Hail Mary?? -- If you only had one shot, what would you say to the prospect?

To start, some deals work in my world revolve around consulting firms. These firms create RFP documents and run software selections. My team and I spent around 3 weeks prepping for our demo and responding to this RFP. Based on the RFP, our product is an excellent fit for their business - In fact, we have several customers that have near identical businesses.

My company was the first of three vendors bidding on this project. We gave a fantastic demo and are told by the consulting firm that we were very competitive on our bid. The consulting firm went on to say that we were a “shoe-in” for the hands-on product demo.

Fast forward, they did not select us for the hands-on demo. The consulting firm told us who the finalist are.. I was told who the firms that made the final round and to my surprise, the finalist rarely ever win anything in this space and neither has the functionality my product has.

I gave a competitive price and have a superior product.

I have this subtle feeling that the consulting firm is manipulating the selection process. (I promise I’m not a sore loser)

My question to bravado - If you only had one email or phone call, what would you say?

👑 Sales Strategy

☁️ Software Tech

7

10 comments

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GDO

Politicker

1

BDM

I do not know if it´s a good idea to go for a hail mary, tbh. But you can just contact them and ask why they did not select you, because you want to learn and you do not see any reason they should go with another company.

softwarebro

Politicker

0

Sales Director

Update: email basically called out Competitors lack of functionality and inability to hit their ambitious timeline. Turns out both flopped during the hands on and im back in the deal for a second look.

JdiggityR

Executive

1

Enterprise Account Executive

Thanks them for their time and offer to be a sounding board for further conversation. If you are ONLY talking to the consultant you lost a long time ago.

softwarebro

Politicker

2

Sales Director

Update: email basically called out Competitors lack of functionality and inability to hit their ambitious timeline. Turns out both flopped during the hands on and im back in the deal for a second look.

JdiggityR

Executive

0

Enterprise Account Executive

Get to the ACTUAL client or you are still without a deal.

Blackwargreymon

Politicker

1

MDR

Thanks them for their time and offer to be a sounding board for further conversation. If you are ONLY talking to the consultant you lost a long time ago.

Clashingsoulsspell

Politicker

1

ISR

Thanks them for their time and offer to be a sounding board for further conversation. If you are ONLY talking to the consultant you lost a long time ago.

MR.StretchISR

Politicker

0

ISR

Thanks them for their time and offer to be a sounding board for further conversation. If you are ONLY talking to the consultant you lost a long time ago.

Mr.Floaty

Politicker

0

BDR

In my experience, virtual conferences are a complete waste of time.

Cyberjarre

Politicker

0

BDR

Well we gotta do what we gotta do right now. Safety first.

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