MakeEmSayUgh closed a deal for $25k

Been an AE at a new company for just over 3 months, and we’re directly competitive with my previous employer who considers their products to be enterprise software, and a “market leader.” Greenfield enterprise account comes in…previous company is on the shortlist of vendors along with one other. I know my previous company’s product and playbook so well, I build up my champion, lay trap after trap, and felt sure that we would win the deal so long as my new company’s product just functioned properly. After lots of testing, we were named vendor of choice. The funny thing is my current company is a startup with well under 100 employees, hundreds of millions less in funding, less brand recognition and product maturity. How you sell is so much more important than what you sell.