In the 1990s I had spent a significant amount of time developing a sales relationship with a prospect around a particular high-value product I was looking to sell. I had done everything ‘by the book’: I had met the decision makers and influencers, positioned the compelling benefits of our solution and our differentiator as a company and met their objections. Finally, I won the deal. It felt great, and off I went to manage the rest of my pipeline. Nine months later I was called by my customer to ask if I was interested in bidding for a new project. My customer was not sure if our software would be appropriate but wanted to give us a chance. ...
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