Thanks for posting. Joel does outline the dynamics of an enterprise or larger sales prospect or customer. But he's also highlighting the dynamics of a toxic pro

Thanks for posting. Joel does outline the dynamics of an enterprise or larger sales prospect or customer. But he's also highlighting the dynamics of a toxic prospect so it's not that far from the original author's point. If you're dealing directly with procurement, if you're filling out 80 questions and returning via email, if it's a 10 person team drawing it up and giving it to Junior to go chase down...............you're not going to win the business and it's going to suck out time and worse, you may get emotionally attached because it is a larger opportunity so the team will get deflated. This author is correct either way in pushing back on these requests. If your offering is truly of interest to them they will engage in the manner you want. (which is what happened here when they kicked the original guy to the curb and someone more reasonable took over)