Loading…
22
Serious question, why do B2B marketers keep pitching features to people who only care about risk?
I've been on maybe 40 vendor calls this year for our moving company and nearly all of them led with a feature list instead of the one thing I actually need to know, which is what happens when their tool breaks on a Friday. The reps who opened with their uptime number and a real support phone number got my attention in about 10 seconds. Is anyone else finding that the risk angle closes better than the feature angle?
0 comments
Log in to join the discussion
Log In0 Comments
No comments yet
Be the first to share your thoughts on this discussion.