Why Software Houses Sell Their Expertise for Free and Get Upset with Clients When They Don't Buy Anything

The reality of the long sales cycles in software houses and how to overcome them with the Teaching Phase of "The Challenger Sale" methodology.

This is an english and updated version of original polish article written in SH Growth Engine.

You're about to kick off another meeting with a prospect who, on paper, looks promising. The company fits your ICP (Ideal Customer Profile), and the person, at least on LinkedIn, appears to be a decision-maker. The agenda? A chat about your case study that feat…