Dave Brock writes, "We were doing a deal review. It was a big deal with a prestigious customer. Procurement was involved. As we discussed the deal, the sales person said:
'Procurement thinks this is a good solution, but they aren't willing to pay more than $X and we are a whole lot more at Y.'
'Have you presented the business case to the procurement folks?' I asked.
'We've talked about how much this improves productivity and reduces costs, we've provided some industry data.' replied the sales person.
'But have you provided a specific business case to them?' I asked.
'No, they're stuck on the huge price difference ... the deal is stalled!' the frustrated sales person replied..."
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