I am surprised that there are still companies that employ “the enterprise sales process” . We often see this employed when we evaluate new hardware vendors. Here is how I recently described the process to a potential vendor (who thankfully promised to not do this): Vendor send quote. I gasp. I reply that I received the quote and that we will be evaluating it. Vendor calls and emails numerous times – to the point of excessive. I pretend to go on vacation or be “crazy busy”. Vendor eventually leaves a message and sends an email regarding how they value us a ┬ápartner (which actually means customer). Also, the message states that prices have temporarily dropped due to some random, arbitrary[…]