Noticed a shift in how agencies handle onboarding calls

I was on a demo with SalesForce last Tuesday and the rep spent 15 minutes just asking about our workflow before showing anything. That never happened before. Usually they jump straight into their pitch. Has anyone else seen more consultative onboarding from big B2B providers lately?

2 comments

2 Comments

wilson.emma11d ago

Must be nice that they finally figured out asking questions before launching into a monologue gets better results. They probably realized people can spot a scripted pitch from a mile away.

faith_thomas10d ago

Tbh wilson.emma I get where you're coming from, but I actually think asking questions first is just basic human respect, not some big revelation. People have been doing that forever in good conversations, it's just that sales folks got lazy and forgot. Ngl a lot of people can spot a pitch regardless, scripted or not, because the energy is still off even when they fake interest. A real question means actually caring about the answer, not just waiting to jump in with your spiel. Maybe the problem isn't the format, it's that people can tell when you're just following steps.