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A VP at my biggest account called me out for calling it a 'small account' in my own notes
She said if we're 4% of their spend that means we beat out 6 other vendors at their shop, and honestly that reframe landed harder than any quota number ever has, so now I'm wondering how many of you have had a client flip your own framing on you like that?
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william_taylor2d ago
Think the VP's math is doing a lot of work there. Being 4% of spend at their shop doesn't mean you beat out 6 other vendors, it might just mean they spread money around on purpose so no one gets too comfy. I've got accounts where we're the smallest piece of the pie and the buyer flat out told me that's by design, they like keeping us all hungry. Her version makes for a good speech but I wouldn't rewrite my notes over it.
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