Here’s What Happens If You Don’t Know the Customer’s Problem

Here’s What Happens If You Don’t Know the Customer’s Problem

By Scott Sambucci | August 28, 2019

“While at Altos Research, I was working on a sales opportunity with one of the largest investment management firms in the world. The opportunity stemmed from an inbound website registration from a managing director. After speaking with him, he introduced me to the person on the trading desk who was leading the data analysis and research efforts.

At the time, we were launching a new modeling product called the Forward Valuation Model.™ As the sale progressed over the weeks and months, we met members of PIMCO’s trading desk at an industry conference and began a series of in-depth Web meetings during which our data scientist at Altos Research answered questions and handled objections about our model and its results.

We finally reached the end-of-the-sales process, and it was decision time. I provided pricing guidance to the main point of contact and then followed up with a call to see where we stood. Here’s how the conversation went.

Me: “Hi, [his name]. Scott Sambucci from Altos Research.” Him: “We’re not interested.” Click. End conversation. Me: “Expletive! Expletive! Expletive!” (Trust me; it was really, really bad.)”

[Excerpt from my new book – “Stop Hustling, Start Scaling.”]

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