We’ve all seen this situation play out: one of your average salespeople calls you with great news. “It turns out the Smith account finally called me in! They’re ready to move forward and want us to present next Wednesday!”
We all know what this is. It’s the dreaded bake-off, where three other vendors, including the favorite, will attend, pitch, and essentially help the customer to squeeze more discount from that favorite. (Whether or not the best reps show up is another question I’ll handle in a future blog – turns out they do go, but play by a wildly different set of rules).
But here’s the irony of the situation – while you coach this salesperson to get in earlier while the customer’s needs are being defined and they’re motivated enough to do something, you’re likely setting this rep up for failure. The SEC’s brand new research examines precisely what the best reps are doing to “get in early.” Read More »