How to Create Rapid Trust

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  1

  RBostater

  08/29/08 | Report as spam

  Issues w/Sales Manager

  I recently lost a large deal from a customer who I had very good rapport with. My main contact asked me to bid on a particular large contract. Due to the size of the deal I engaged my Sales Manager. My Sales Manager was a previous CIO of a company, but never in a Sales capacity. He is good friends with the President of our company.
  
  In preparing the bid I wanted to visit the client who was out of state, and take our Subject Matter Expert to discuss specific requirements of the bid. My boss said that he didn't want to spend the money. When I asked that our partner on this project be in on a couple of conference calls with the client he said we could handle it internally for the time being. I prepared the rough draft of the proposal which was approx. 40 pages. My boss reviewed and said to knock it down to 5 pages because that is what "C" level of management wants. After we submitted the brief proposal, my contact came back and wanted much more information (essentially giving a second chance). The final proposal was 48 pages.
  
  My contact informed me a couple of days ago that we did not win the bid. I asked what the main factors in us losing. She essentially stated that we did not visit with management to give them a comfort level with our company. They felf that my manager and one of our technical guys were not proficient on the subject and were very dry. It was requested that they no longer be on sales calls.
  My gut tells me that I should call my manager and give him an earfull about the mistakes that were made. My other side is to bypass my boss and go to the President and explain that my boss is unable to manage a large bid.
  
  What would you recommend?

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  2

  Geoffrey James, Sales Machine

  08/29/08 | Report as spam

  RE: How to Create Rapid Trust

  QUOTE: What would you recommend?
  
  I've stuck this into the queue for a longer post. Essentially the problem is that you're part of a non-performing team. Please don't give anyone an "earful" until I can address the issue more fully. Chill out. A couple more weeks won't make a difference.