Get involved earlier in your buyer’s journey.

Get in early and control the sale.

Getting in front of decision makers is difficult.

(And it’s not getting any easier)

Buying teams regularly call in relationships they already have (even though they might not be the right choice to fix the problem at hand.)
However, a firm who has a real take – one that hits a decision-maker’s priorityPriority A commitment to eliminate a threat that’s both urgent and important. A priority is what will get acted on, instead of just discussed. It differs from a pain point because most pain points never get acted on. – has a chance to meet them early and overcome these pre-existing relationships. If someone’s going to win this account, why shouldn’t it be you?

What’s the big deal?

Those who can get in early don’t participate in the race to the bottomRace To The Bottom This happens in the procurement sale phase where there’s little to no vendor differentiation in the prospect’s brain. Price becomes the deciding factor, and vendors many times get pitted against each other to win via the lowest possible price. Organizations may hope that later this pricing position can be reclaimed (after the initial sale is made, in future sales), but this rarely happens. and will block out the competition, craft a real solution, and even avoid an RFP altogether.