Easy Summer Reading! A Prospect’s Tale – An Instructive, Humorous Account of Woe and Triumph

Invest 30-45 minutes to enjoy this story of a buyer’s journey…!

 

Part 1: The Long Trip to Nowhere

 

-       A Lesson in Lead Churn

-       False Pretenses

-       A Harbor Tour Demo

-       A Pointless Proposal

-       A Murky Deep Dive

-       Another Pointless Proposal

-       A Painful POC

-       A Proposal of Pure Panic

-       Ghosting to No Decision

 

Part 2: Buying Beautifully

 

-       A Knowledgeable Initial Contact

-       Enablement Enlightenment

-       Once Burned…

-       Delightful Discovery

-       A Great Demo!

-       A Pleasant Purchase

-       An Intelligent Implementation

-       An Expansive Renewal

 

I was at a conference and ran into an old colleague who is now the CRO at a successful, mid-size B2B software company. After a brief dialog, he said, “I have a great story for you…!” We agreed to meet in the lobby bar of his hotel after the sessions closed for the day.

 

At the appointed time, I found him sitting at a small table in the lobby. He had a bemused expression on his face and motioned for me to sit down and join him. Waitstaff brought a small bowl of salted nuts and took our orders: He asked for a local IPA; I requested a precautionary gin-and-tonic to reduce the risk of scurvy and malaria.

 

The beverages arrived, we sampled and pronounced them satisfactory. He scanned the area, as if checking to make sure that that someone couldn’t overhear him, then turned back to me. He shook his head, as if recalling a painful experience, and began his tale…

 

https://greatdemo.com/a-prospects-tale-humorous-account-of-woe-and-triumph/