Ted McKenna

Here’s a story we hear some form of on a weekly basis these days:

A sales organization launches a new AI-powered technology to much fanfare and acclaim. Buyers are eager to learn, explore, book a visit and, after a short conversation, jump at the chance to see demonstrations of its capabilities. The seller—ecstatic at the palpable excitement and desire the buyer has arrived at largely on their own—quickly brings their subject matter expert in for the next visit. After what feels like the best demo they’ve ever witnessed, with the buyer asking detailed questions, the rep forecasts the deal to close soon.

But then the next week that same prospect requests another demo, only this time with other technical folks on their side. And yet another, only this time to pressure test your models. And then they start asking about a free trial or for a proof of concept. And then…crickets. Buyer goes cold or, even worse, totally dark. Can’t even get a reply to an email. Months of work and consideration goes down the drain.