> The only way for the sales folks to tailor a demo or presentation for you is to learn about your business. I know my business better than they ever will, and

> The only way for the sales folks to tailor a demo or presentation for you is to learn about your business. I know my business better than they ever will, and I care about it more too. > Your method here comes across as very transactional and impersonal, This is exactly as it should be and precisely what I desire from my vendors. We can become friendly along the way and over time, but at the start I only care about what you can do for me and what it costs. > 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. It's one way the game is played. I don't play it that way and after a very short time salespeople that work with me LIKE how I do it. It's fast, efficient, and their commissions are the easiest they have because I neither need nor want lots of handholding. Imagine I send you an email asking for $40k of equipment, and to make your $2k all you have to do is enter the order. Even better, imagine you have a 60 minute presentation, and I cut in after 5, ask a handful of very specific questions, and after 20 minutes I'm ready to buy because I got the info I needed. You've made a sale, and saved over half of your hour. Don't play the game, run it.