>The only way for the sales folks to tailor a demo or presentation for you is to learn about your business. Your method here comes across as very transactional

>The only way for the sales folks to tailor a demo or presentation for you is to learn about your business. Your method here comes across as very transactional and impersonal, you need a relationship with your sales rep as much as they need one with you so they will have your back or give you discounts. It's how the game is played. My POV: Most of the time none of these things are only value-detractors, not value-adders. 95+% of the time I know what I want I just need a price and someone to hand me a credit card form for it. Very occasionally I have a specific need and am fishing for a solution. As for relationship and trust? There is a complete divergence of interests between me and people selling me stuff, there is not and cannot be 'trust'. Sure it is nice to small talk once in a while but that's really not why I'm calling. Accordingly I divert my spend to the largest extent possible towards suppliers with transparent pricing, transparent technical data, and a friction-less sales process (Read: no synchronous communication requirements).