Remember: “There’s No Shortage of Interesting Conversations.”
“When you’re selling to large companies, there are lots of managers, directors, and VPs. There are even lots of senior vice presidents (SVPs). There are lots of people who will be genuinely interested in your product, and they’re going to want to ask about it.
They’re going to want to see demos. They’re going to be so excited to learn about new technology and new solutions that might replace their manual processes or their homegrown systems that were built 15 years ago.
You’re going to feel like you’re having all these great conversations; you’ve now talked to three or four people at Big Company.
Just remember that an interesting conversation does not mean that you’re moving the sale forward. This refers to identifying your buyer types, discussed in Chapter 3 (“Who Are the Buyers?”).
You want to make sure that your interesting conversations are also advancing the sale—that you’re talking with people who are the real decision-makers and economic buyers.”[Excerpt from my book – “Stop Hustling, Start Scaling.”]
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