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You Sell Technology. I Run a Business. You Never Understood Mine
Every technology vendor I have ever sat across the table from was good at exactly one thing: beating the other vendors on the short list. Smarter packaging and pricing. Sharper deck. Faster follow-up. A reference call with the right customer logo. The right relationship at the board level. By the time the deal closed, I knew more about how well they competed than I knew about whether they understood my business. I usually found out the difference during implementation, and I found out for certain at renewal.
That gap is not a sales training problem. It is the whole story of B2B technology for…
The skinny
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