I’ve been involved in enterprise tech sales. The company that flies the CTOs out to a nice destination, take them golfing, and give the CTO an excuse to stay away from their family under the guise of “but my job needs this!”… That’s the company that wins usually.

I am attached to a lot of these engagements “just in case” the customer actually cares about the product and needs to know. I’d say 9/10 times I’m not even asked to speak. I’m happy when a prospective customer calls us on the sales bullshit and lets me get down to the meat of the product.