Appreciation post: that procurement director who said no and then showed me why

Met this guy at a tradeshow in Austin three years ago. His company was a perfect fit for our software, demo went great, and then he flat out told me 'we already tried something like this and it died' right at the booth. Instead of walking away, he pulled up his phone and showed me the exact friction points that killed their rollout, things like onboarding taking 42 days and zero internal champion. That one conversation changed how I pitch B2B SaaS now, I ask about their failed tools before I even show mine. Has anyone else gotten more from a prospect's rejection than from a signed deal?

1 comments

1 Comment

jamies451mo ago

That '42 days' story might be a total lie to get you to pitch cheaper lol.