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To the Rep on the Other Side of the Table

Hat's off to you, whoever you are. You may get this prospect to way overbuy and lock into a solution that will likely lead to the same problems they face with their system(s) today.


This deal was passed over to me from a rep from another team who had squirreled away opps they shouldn't have and tried to drive a close too soon on assumptions from too long ago. I got to take over and am trying to put the toothpaste back in the tube.


All that said, I gotta give you kudos because:


  • You are running a very effective sales cycle.
  • You are clearly seasoned, talented, well coached, and know your competition.
  • You have maintained frame and built rapport very well.
  • Your messaging is resonating.
  • You've got in-roads to key influencers who's partners benefit from your solution.
  • You have forced me to review our processes and be very skeptical about opps like this.
  • I am essentially still ramping here, and this is solid training on the competitor's approach.


And this is also with all due respect:

  • You pulled off the gloves and want to get dirty. I'm sitting on references from rip and replaces of your solution. We know you don't have those of ours. So does the prospect.
  • You're not selling vaporware, because you're not even really selling cloud, just "as cloud".
  • All roads lead to a the same problems they have today if they go your route.
  • You're outright lying about some of these claims. But it looks like your CEO does too, so can't blame you.


I want to say fuck you, pay me too, but I gotta be grateful for this experience. Learned more from butt-kickings than wins.


I'm gonna take my beating like a man, but we aren't done yet. And I'm gonna rise off the mat and bring this customer home. Or, the next one when i go up against ya again ; )

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6
poweredbycaffeine
WR Lieutenant
+10
Bean Juice Drinker | Sales Savant
*MAJOR FRIDAY VIBES HERE*. You'll get the last laugh on this one...and it'll be a fine day indeed.Β 
SiliconBBQ
Politicker
+4
The Metal Rooster
Thanks homey! been living that caffeine life this week
Justatitle
Politicker
+11
Mid Market AE
It's not the last time you go up against that rep and the best thing you can do is learn from this and move forward knowing where to tackle them the next time. semper fi brotherΒ 
SiliconBBQ
Politicker
+4
The Metal Rooster
Justatitle - is that Brisket in your pic man? you know siliconbbq loves some BBQ. Have a tremendous weekend!
Justatitle
Politicker
+11
Mid Market AE
I do have a smoker in my backyard but that is a tomahawk ribeye my friend. Have a great weekend to you as well!Β 
ju
justatopproducer
Politicker
+4
National Consultant
Im curious, do you typically tell your prospects that their solution isnt the best fit(when competing) , or do you say thanks for your time and keep in touch quarterly until they are ready to come to your solution? Almost like a hey, I respect your decision but ill be here when youre ready.
Justatitle
Politicker
+11
Mid Market AE
You don’t want to insult your buyers intelligence by saying they made a bad choice(even if true). I’ll politely bring up some pain points our solution will help with and then if it’s a no go and they’re on a yearly contract I’ll reach out in 6 months or so to try to re-engage.
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