You think you are the superstar sales guy. Or you are the CEO and are telling me that you have a superstar sales team. This is what I would expect from you: Run our play. if the play doesn’t work we are changing the play. But you have to run the play. You have to fulfill the Commander’s Intent. You can not divert from goals or objectives. Because you might not have the full picture.
You might be able to close a different customer persona faster, but perhaps there is no upselling opportunity afterwards or churn rate in that segment is much higher. You might get initial traction faster with a different message — and put yourself square into fierce competition with a different segment once you talk to the CIO.
You might actually be right. But without the necessary data, we will never know. so run the play.
