If you've never told a prospect they're a better fit for a competitor, your sales process isn't truly "consultative". As a founder, building trusted relationships is much more important than jamming a deal through with a company that might not be a good fit. Unfortunately, the incentives for reps at large companies aren't aligned with this mindset. Reps need to hit quota, aren't responsible for renewals, and often won't be with the company long-term. It's amusing when people claim their sales process is consultative. It's like going to a doctor who can only prescribe one medication. How "consultative" is that really?
Love this Rohan Punamia! The best businesses put customer needs above theirs to deliver an amazing experience. Routing a customer to a competitor speaks volumes about the business looking to find the customer the right home vs just landing another client!
ML Engineer
1moNeed to quantify such relationship-building conversations. Hopefully in the near future, we can use LLMs to score C/L Notes or perhaps customer conversations, and feed that into the incentive structure? How would you feel about that, Max Clang?