Originally Posted by onzedge

We got some verbal feedback yesterday (I say "we" although it was almost all me). The prospect was amazed at the level of detail we went into, that we used their exact scenarios with their data/records. I wanted to say something like "that's how we roll", but I said "thank you" instead. We often compete against guys who use PowerPoint and screen shots and "blah, blah, blah" to prove business cases -- Lazy, Lazy, Lazy.

When we try to talk people into spending 6 figures with us -- which takes many months, we really want to prove they should.