H
H

hackl33t

Director

Contributor
Fire Starter
Personal Narrative

How to respond…

"There is a view that one of the competing vendors, a division of one of the big accounting firms that has a security practice may be a preferred choice, in part to the higher name recognition of the banks of yet we will need to share the report with."

Late stage deal buyer sends me this email. He also says that he is still interested in my proposal. How would you all respond? 
🧠 Advice
☁️ Software Tech
10

9 comments

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braintank
Politicker
4
Enterprise Account Executive
Call and ask how you can overcome this...?
Pachacuti
Politicker
4
They call me Daddy, Sales Daddy
"No one ever got fired for choosing <insert company name>"

That's the appeal of working for a big company - name recognition and brand loyalty.

You need to schedule a call with this person and walk through Discovery again, identify and focus on the GAP, and give this person the talking points they will need to fight the internal battle for you.
CuriousFox
WR Officer
2
🦊
Ask for a meeting to get clarity and next steps.
jefe
Arsonist
2
🍁
Get on the phone and do more disco.
Kosta_Konfucius
Politicker
1
Sales Rep
Was the firm named VOC or they are just leading?

No matter what I would want to hop on a call to understand the feedback and to identify any discount. Learn why that contact is still interested given the other firm is leading. To learn if are you just a back up or is there still a shot
Diablo
Politicker
1
Sr. AE
As all mentioned best is to set up a time rather than going back and forth via email.

time to know:
why are they preferred, if they are preferred why is he still interested in my product — do we stand out somewhere, is there any gap that makes them the preferred choice. What can we do to help them prefer us over them.
ThatNewAE
Big Shot
0
Account Executive - Mid enterprise
Call them up and first try to understand in depth as to what led them this way, and what's the current stance of the team as a whole. Ask your influencer / champion what their personal stance is; then make them talk about what they think can help build your case stronger.
TennisandSales
Politicker
0
Head Of Sales
i would say:

"Yeah i am not surprised that X company is being considered. can i give you a call tomorrow to talk about the next step? there are a few things I want to clarify."
goose
Politicker
0
Sales Executive
"Seems like you may have made your decision"

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