In spite of logic, rational thinking, and the guidance of many
people, it appears that sales (and some presales) people still feel an obligation to flog their audiences with their
stunningly misaligned corporate overview presentations. Why is this still happening?
Is it because some vendors still believe their customers haven’t
done sufficient research on their vendors before inviting a vendor in to
consume an hour (or more) of their team’s time in a demo meeting? After all, most customers probably haven’t
yet learned how to “Google” the vendor and learn all about them, right?
Is it because some vendors really believe that their
customers are earnestly interested in the vendor’s history, founding fathers
and mothers, revenues over time, location of their offices, major milestones
and (oh please) their mission statement?
Is it because some vendor personnel prefer to talk, talk,
talk about their company, their people, and their products rather than asking intelligent
questions and listening carefully to the answers?
Is it because some vendor on-boarding processes stress learning
to recite the corporate overview presentation (rather than learning a set of
Discovery topics and/or Challenger questions that would enable a conversation with
the customer)? Hmmm – we may have something here….
Is it because some vendor personnel feel that the only value
they can add is to present the corporate overview? (Egads…!)
What do you think?
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