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What is amazing for me is that these sales tactics actually work, because many people want to be sold to in this way. Do the direct approach with no bullsh*t,
by jwr 2y ago
What is amazing for me is that these sales tactics actually work, because many people want to be sold to in this way.
Do the direct approach with no bullsh*t, instant demo, meaningful trial period, easy onboarding, etc and lose those customers that expect the usual sales ride.
Source: I do the direct approach.
- tptacek 2y agoRight; the thing here is: the author obviously knows the game (because they wink knowingly at it repeatedly). Given that: why are they ever getting on the phone with a sales engineer? You can just delete the emails.
- kassner 2y agoIf you don’t, eventually your VP will hear that you are lacking such tool that they will tell you to deal with vendors X and Y, even if they don’t fix your problem. At least by proactively going after it, you can pick vendor Z, which despite having the same terrible process, at least it addresses your problems (until the imaginary limits apply).
- makeitdouble 2y agoThese tactics work when the sales get access to the manager or director first, close the deal, and have low level people manage the aftermath. In the case described where a technical person is shielding the final decision makers, it's more of a gamble and will often fail.
- fuzzfactor 2y agoSo true. At the same time you can make a career out of being persuasive enough in person to close deals that could not be done any other way. These are not always mutually exclusive.