I've seen legal teams at companies selling us stuff that get overzealous on terms in order to reduce any risk at all, causing vendor management teams just decide to not deal with the vendor. Think "first set of redlines on MSA looks like someone cut their finger off and proceeded to write the contract anyway".
- Car salesman tactics
"But this deal becomes Y if you don't sign by X", "I need to run it by my sales manager", etc. Applying low dollar urgency tactics to an enterprise sales process that Does Not Care what your schedule is and isn't about to start.
- Being an annoying pain in the ass
Part of "doesn't like you" can start as likes you, gives you their cell phone number even (usually a good buyer tell), then you proceed to text them like they are that creepy dude who won't stop calling after 5-6 signals you send that you are, yes, still waiting for legal to get back.
So many winnable deals are lost because people get arrogant, sloppy, or don't read the room.
Some more failure modes:
- Too many contract redlines
I've seen legal teams at companies selling us stuff that get overzealous on terms in order to reduce any risk at all, causing vendor management teams just decide to not deal with the vendor. Think "first set of redlines on MSA looks like someone cut their finger off and proceeded to write the contract anyway".
- Car salesman tactics
"But this deal becomes Y if you don't sign by X", "I need to run it by my sales manager", etc. Applying low dollar urgency tactics to an enterprise sales process that Does Not Care what your schedule is and isn't about to start.
- Being an annoying pain in the ass
Part of "doesn't like you" can start as likes you, gives you their cell phone number even (usually a good buyer tell), then you proceed to text them like they are that creepy dude who won't stop calling after 5-6 signals you send that you are, yes, still waiting for legal to get back.
So many winnable deals are lost because people get arrogant, sloppy, or don't read the room.