e decided to adopt a high-conviction

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While innovative and forward-thinking companies quickly took to the concept, they didn’t quite know how to figure out if our solution was right for them. I remember one customer who told us she loved the idea, but when she asked her team for a list of solution requirements, it read like the manual for an old-school performance review solution. If we assumed a reactive stance and simply responded to the client’s stated requirements, there’s no way we would have won the business.



So rather than allowing the client to drive the evaluation panama cell phone number list in the wrong direction,, prescriptive approach. We came back to the client with a revised list of features and use cases we believed they needed to evaluate in order to solve their problem. From there we highlighted stories of our progressive customers like Facebook and Pixar, and how they were addressing the same challenges with our solution.



The customer recognized our authentic desire to modernize their evaluation process and lead them through the evaluation. Not only did we end up winning the business, but that customer went on to become one of our biggest advocates. Question: How might you reframe the way your ideal customers evaluate your solution? 3. Next Steps The best salespeople know that setting high-value next steps at the end of your customer conversations is critical to moving a deal along.