I was just on a discovery call with a prospect. He mentioned he looked at us 4 years ago as well as one of our competitors (as most customers do). At the time, he preferred us from a tech perspective. The GUI was better, we had better features, etc.
We lost the deal because our rep made the process too complicated.
He sent out too many quotes. Many of them incorrect. Gave the prospect too many hurdles to jump through when looking at the solution, etc.
He WANTED to buy us over our competitor. The rep at my company blew it. Fortunately for me, he's now halfway through year 4 of a 5 year agreement. He wanted to come back around and look at us again and talk to a different rep.
So here's your reminder to not make your customers have to work hard to buy your product. Don't send them too much stuff. Make sure when you send out quotes, they're accurate. Quit over complicating the process and keep it simple.
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