I'll spare the details to protect the guilty but if you're a vendor here are a few things you have to consider if you want to win over consultants, resellers, analysts, and potential customers with your cool product:
- Prepare beforehand and at least know what the person you're talking to does for a living.
- Listen to what the person you're presenting to has to say. There's no bigger turn-off than being interrupted by a sales/marketing person because they like to hear themselves talk - nonstop.
- When the person you're addressing has a question, stop talking and listen.
- If someone tells you they have to end the call by a certain time, make sure that happens - cut the meeting short if you have to.