Michael spent eight months building a $2.3 million deal but lost it because he ignored the CEO's assistant, Janet. He treated her as an obstacle instead of an ally. She told the CEO to pass, and the deal died.
$2.3 million
Eight months
Michael
Janet, the executive assistant who managed the CEO's calendar
Ben Chaib
Did you know a Salesperson lost a $2.3 million deal to someone he never considered part of the sales process? Michael was an experienced enterprise sales rep who spent eight months building relationships with every decision maker. He mapped out the org chart perfectly, knew every stakeholder's pain points, and had the CEO practically ready to sign. But there was Janet, the executive assistant who managed the CEO's calendar. Michael treated her like an obstacle, not an ally. He was short on calls, demands to be put through immediately, and scheduled meetings around her instead of through her. When the final contract signing meeting was scheduled, Janet quietly mentioned to her CEO that this salesperson had been difficult to work with. She suggested they reconsider. Michael lost the biggest deal of his career not to a competitor or pricing issue, but to someone he completely ignored. The brutal truth. High achievers focus so intensely on decision makers that they alienate the people who influence those decision daily.
