Day in the life of my job: A deal I’ve been negotiating for over a year is finally starting to look like it’ll be signed soon (soon = next few months), rejoice. (Budding startups, remember to build negotiation and meetings and time it takes to get anywhere into your price.)
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This will not primarily be in bad faith! Rather, they will date the sales cycle to starting whenever they (as a firm or as an individual) started seriously moving you into consideration or started formally moving paperwork around, but *you* will have worked that deal much earlier
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Insightful - I've been on the customer side of this. Many times, as enterprise customers, we are constrained by forces outside of our control (technical/financial approvals, quarterly/yearly budget cycles, etc.) so it's not uncommon for us to be unable to move forward quickly.
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Can't that be mitigated by putting in a specific date?
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In general, no. If you say to "price is X, but if you buy by tuesday, price is .8X", what they here is "vendor is willing to give 20% off to make a quick sale." So, when they're ready to buy, they'll come back with the expectations "we're ready to buy quickly, give us the 20%."
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