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Enterprise customers want product information deck over initial demo meeting despite identifying with the problem.
When trying to sell an enterprise solution to enterprise customers (problem exist primarily for bigger companies), they prefer to be emailed a product information deck then only (possibly) set up a meeting to see our solution despite identifying with the problem and indicating interest.
We ideally want a meeting to understand more about their problem and have a better chance by showing our solution and selling in person. To add salt to the wound, they are slow in responding.
We ideally want a meeting to understand more about their problem and have a better chance by showing our solution and selling in person. To add salt to the wound, they are slow in responding.
- Is there an effective way to get them for an initial meeting? (after sending the decks, many tend to not even read it)
- Any ideas on how else we can get these elephants to move faster?
Customer support service by UserEcho
I am Benson from TABLEAPP.com, we provides reservation management system for upscale restaurant.
I also faced this issue before.
My suggestion is don't wait for their reply, normally they won't.
You can try talk to somebody inside the company and ask what is their current solution to solve the problem and get the decision maker contact. (You may or may not get the answer, however you will get some feedback)
It is hard to build trust when a startup is small, but once you get some well known brand using your product, it is more easy to sell to the same level enterprise.
Cheers!