First cold called this prospect (CIO) 8 months ago - some slight interest and he tells me to get in touch with his team to get their thoughts. I spend the next couple months hunting down the two main managers on his team to get a discovery call on the books, lots of travel and emergencies in their office mean we keep rescheduling.
Now a full 4 or 5 months after cold calling CIO, he comes back mentioning his team has shrunk and he is having MAJOR issues our solution will solve. We get on a call and by the end im sending him a contract for our services he says will get executed that day.
Get an email the next day he is going another direction.
Get an email early this week - canned his old team and hired a new one they basically just kept messing up their main software they pay 7 figures a year in licensing to have. Came back tail between his legs and we got the deal done.
A lot of time decision makers cannot ignore sunk costs and end up costing themselves way more headache and money in the long run. I think I could of done a much better job originally handling this and qualifying instead of rushing for the close - in the end our product is exactly what they needed and we beat out some big names who were competing for the business.
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