ChickenWings

Tom Callahan's Son

The Finance Manager

Ah, the age of getting the CFO engaged in your sales cycle.

I've actually enjoyed it. Much of the value I add in the sales cycle is taking a lot of the work out of evaluating cost models on usage-based products. The CFO loves that.

Today, I got an inbound from a Finance Manager at a company I've long outbounded to. It seemed like the blue bird my tireless outbound efforts earned me. Karma.

Nope...trap.

Dude gave me great intel on what they needed now, the future value of what they wanted, metrics to price to...then the clear indication I would be a pawn in his renewal discussion with a competitor.

He has no issue with his incumbent, other than price.

He has quotes from competitors to negotiate the renewal.

His renewal discussion is tomorrow. His deadline is Friday.

His team in no case will make a commitment to a new vendor before Friday, but if the price is right and incumbent can't compete he simply doesn't renew.

cool...then let's talk next week when you don't renew with that vendor.

It's tough to say no to an eval today, but far too many times I've run a 911 to throw my name in and drive value along with price..only for someone not give a shit and use my model to get a lower price with their incumbent.

The point is, how do you know the Finance Manager isn't a crazy glue sniffer? "Building model airplanes" he says, but we're not buying it. Next thing you know, there's money missing off the dresser and your daughter's knocked up...seen it a hundred times.

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17 comments

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oldcloser

Arsonist

4

💀

Don’t mean to laugh, but that close was classic. Sorry man. You could get nasty and give him price with an expiring clock. Then send that to the incumbent. Ask them for an “affiliate commission” when he renews. 🤷🏻‍♂️Probably not the best advice I’ve given.

ChickenWings

Opinionated

1

Tom Callahan's Son

haha bold

full of 90s movie quotes where i can apply them

Maximas

Tycoon

0

Senior Sales Executive

Wild one, lmao:)

CuriousFox

WR Officer

4

🦊

You always have to be ok to walk away from a prospect. Otherwise they will own your ass.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

100%. It's ok to say no, and tell them why. That you appreciate them reaching out, but it does everyone a disservice for you to scramble to respond when the other vendors had (weeks? months?) to prepare.

ChickenWings

Opinionated

1

Tom Callahan's Son

Absolutely.

He actually responded well to my response saying, though we appreciate the opportunity we are simply too late in the renewal process to be a serious participant. That he should have what he needs for his decision this week. If he decides to not renew and find someone new, my door was open for next week.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

That's a great response.

punishedlad

Tycoon

2

Business Development Team Lead

Yeah this is ass and you should 100% walk away.

Maybe check in to see if they actually moved forward, but that sounds like an absolutely awful working relationship

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

fun being the tool in someone else's game. At least he was straight up with you on that. I'd give your odds of winning <1%.

ChickenWings

Opinionated

0

Tom Callahan's Son

True. He did help me say no.

detectivegibbles

Politicker

3

Sales Director

I don't think you ever KNOW...but trust your gut. It's usually right. Move onto someone who wants to work with you. They're out there.

HVACexpert

Politicker

2

sales engineer

Yeah it’s always tough. Chances are small you get anything out of it. But chances are ZERO if you don’t send anything either. It’s 100% a shitty game we have to play sometimes. You could play some game back at the guy but does that win the battle and lose the war? Is this someone you even want to do business with? I’ve been on both sides of the ‘check’ number and it sucks either way. You’re getting used to negotiating down someone else, or a job you know you have, you have to reduce price because they are the throwing someone else’s bullshit number in your face that probably doesn’t have the same scope as you.

Gone through it a lot over the years, it’s annoying every time.

ChickenWings

Opinionated

1

Tom Callahan's Son

Yup. Losing the battle to maybe win the war, here.

Cut early, no hard feelings.

poweredbycaffeine

WR Lieutenant

2

☕️

The moment I hear that we are being used to drive a better deal at renewal with their current solution, I'm out. Not going to waste a cycle or any more time to help them since they aren't ever going to commit to my platform.

ChickenWings

Opinionated

0

Tom Callahan's Son

Exactly.

I wont work for free to help you get a lower price elsewhere

Diablo

Politicker

1

Sr. AE

How much is he paying and what’s his ideal price. If it’s a few % I don’t think the other vendor would mind discounting. Things to know - how is the current product solving the problem, how are you different and what special value add your product would bring apart from the right price?

ChickenWings

Opinionated

0

Tom Callahan's Son

The holes exactly.

He was bidding a fairly commoditized solution. His incumbent wasn't failing in support, either. Not really a problem to solve other than price.

Without commitment to move to me, he could simply just use me to get a lower price with his incumbent...no change, no work, just a lower price.

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