I don't have as much experience as some. Just 4 years leading RevOps in B2B Enterprise Sales. But this is an issue that comes up over and over. Methodologies like MEDDPICC can help, but the eagerness to close the deal sometimes takes over. Even when you know you're not talking with the right person, you just keep going.
We've reached a good point where AEs do their best to involve the decision-maker in the sales process ASAP, but it’s still happening.
We've reached a good point where AEs do their best to involve the decision-maker in the sales process ASAP, but it’s still happening.