This deal was based on brand reputation. The customer had been encouraged by a current user to check us out, did a short internal demo and pretty much sold our solution for us. Quite frankly my job was to set expectations as the long Fourth of July weekend was coming up and due to strict internal approval there was no way I could get it out to her until the following week. She wasn’t happy but after taking a step back and empathizing with her frustration we were able to mutually agree it would benefit her operations internally. Pushing the contract any sooner wouldn’t make sense. They too would have the majority of staff OOO. She agreed and resulted in a closed won Oppty.
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