tag:blogger.com,1999:blog-95861222249169181.post5734787943516291625..comments2024-03-07T08:17:13.623-07:00Comments on A Software Insiders Point of View: Reality Check: Sales reps matter more than productRhttp://www.blogger.com/profile/16335758286116874462noreply@blogger.comBlogger7125tag:blogger.com,1999:blog-95861222249169181.post-79374725816159909212012-04-27T11:26:19.543-07:002012-04-27T11:26:19.543-07:00brazilian blowout
compactorsomments on pricing tha...<a href="http://www.brazilianblowoutaustralia.com" rel="nofollow">brazilian blowout</a><br><br /><a href="http://www.onestopwaste.co.uk/compactors" rel="nofollow">compactors</a>omments on pricing that they rudely ended conversation and refused to do business with us. I prudently waited a week or two, called the regional manager and requested another Rep. Sure enough, their product was a very good fit. The first sales rep had only been with the company for a few months and was trying so hard to follow a script in order to make a sale. That's not wise for a very complicated product that may be several hundred thousand dollars.Anonymoushttps://www.blogger.com/profile/07619413184909857650noreply@blogger.comtag:blogger.com,1999:blog-95861222249169181.post-21533695100046144862008-08-12T16:28:00.000-07:002008-08-12T16:28:00.000-07:00When I was evaluating ERP solutions for our busine...When I was evaluating ERP solutions for our business it became clear that we needed a cost effective Tier 2 product that was strong in MFG. One company in particular was extremely unhelpful in my discovery process about their product. They were so unwilling to give any comments on pricing that they rudely ended conversation and refused to do business with us. I prudently waited a week or two, called the regional manager and requested another Rep. Sure enough, their product was a very good fit. The first sales rep had only been with the company for a few months and was trying so hard to follow a script in order to make a sale. That's not wise for a very complicated product that may be several hundred thousand dollars.<BR/><BR/>Long story short, they only got a chance to get our business because I gave them a second chance. This company DID learn of this rep's behavior and eventually removed him from the sales force. I know most people in my position would not have even given them a second chance.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-95861222249169181.post-267880807260580862008-08-07T06:54:00.000-07:002008-08-07T06:54:00.000-07:00John, you are right on the money. I have called "l...John, you are right on the money. I have called "lost" customers who gave those generic, "I resigned to spend more time with my family" answers. I do this for clients. The lost customers open up to me and tell me the REAL reason. The rep ALWAYS plays a large role, which is why I am focusing so much on sales rep training these days. It may not even be the rep's behavior - it might be an offhand comment the rep made about how the company *really* feels about customers, or how "clueless management is." Great article. A client sent it to me and I've sent it around to all my other clients.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-95861222249169181.post-76755053038744644822008-07-23T07:37:00.000-07:002008-07-23T07:37:00.000-07:00John,I would complain but with this guy it was not...John,<BR/><BR/>I would complain but with this guy it was not worth the time. Sometimes it helps to have a third party we can go to or another contact at the company, but without that relationship or an ombudsman, it seem hard to acomplish.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-95861222249169181.post-49596120904348416822008-07-23T07:19:00.000-07:002008-07-23T07:19:00.000-07:00Just curious, would either of you consider complai...Just curious, would either of you consider complaining to the company about the rep (or want me to do it for you)? Do you think it would do any good, or do you think sales management condones the behavior?John Ragsdalehttps://www.blogger.com/profile/08423251799360626681noreply@blogger.comtag:blogger.com,1999:blog-95861222249169181.post-15889502692186151852008-07-16T04:10:00.000-07:002008-07-16T04:10:00.000-07:00John, we have this problem with our Oracle rep in ...John, we have this problem with our Oracle rep in China. They think they own the database market and treat us so poorly. On the other hand, our Microsoft and IBM reps are much nicer to us and we tend to go with their products b/c of the relationship.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-95861222249169181.post-44149032496424671272008-07-16T03:55:00.000-07:002008-07-16T03:55:00.000-07:00John, this is so true. We actually stopped talkin...John, this is so true. We actually stopped talking to Vendor X even though we know the product is better. The problem, the guy is an arrogant SOB and we just can't have a real conversation with him. We're waiting till the replace the sales repAnonymousnoreply@blogger.com