A vendor breakfast in Austin made me rethink our demo scripts

Sat down with a procurement director who told me my 20 minute pitch was 15 minutes too long after she already knew our price range. She only cared about how we handle their legacy ERP integration, which was buried on slide 8. Do you guys front-load the technical blockers or stick to the classic story arc?

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jaken237d ago

Watching her face during slide 8 told me more than any discovery call would have.

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