"Personal relationships matter in business — I respect that. But your CEO reputation is also on the line if they choose a tool that underperforms for the company. The right question is not do I like the founder — it is will this tool make my team more effective?"
"What if we gave your CEO a reason to recommend us that also makes them look good? A 30-day pilot with a success metric THEY define — if we hit it, they get credit for finding a better tool. If we do not, we shake hands and you stay with [Competitor]."
"Is the CEO the decision-maker on this purchase, or is it someone below them? If procurement owns the decision, the CEO relationship is a conversation starter, not the deciding factor. Who actually evaluates the tools?"
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