How Do Prospects Approach an Unsolicited Sales Meeting?

We've all heard of "voice of the customer" feedback. What about "voice of the prospect" guidance? One company found itself in an increasingly crowded, aggressive marketplace, yet had many long-time loyal customers. They were doing something right to hold onto these accounts. They wanted to cash in a bit of the goodwill they'd built up to find short-cuts in their business development process. In this case study, at the end of the feedback interview, a long-time customer offered guidance to help one of his favorite vendors compete more effectively. He spoke frankly about what he expects from a salesperson who's asking for an audience. ..»