The call came in with four business days left in the month. The voice on the other end was tense and urgent…a sale had been forecasted this month and there had been no response from the buyer in more than a week.
About four months prior, I helped a colleague get into a sales cycle with my company. He sold me on trying the demo for a few weeks (Puppy Dog Close!). I saw the benefits over our current supplier and introduced him to the head of Sales, who is always looking for ways to increase Sales productivity. After a successful trial period with a few power users, we got support from my boss who was in fact the “Executive Sponsor” to move forward.
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