I’ve recently worked with some software vendors who would likely see me as the lead contact for a big sales “opportunity” in their salesforce.com account. They might have even had this opportunity forecasted to close in Q2. I can tell by the aggressiveness in which I was being “followed up” with during the final week of June.
This was clearly premature on the sales reps’ part, as I have made it painstaking clear that I am missing one very critical piece of information that is keeping me from getting the contract(s) signed: the proof that this solution is really going to add value.
To read the original article: The Most Important Content in the Buying Cycle | OpenView Blog
