What Went Wrong?


Isn’t it funny how things seem to happen at the same time? It’s like when you buy a car, you suddenly see it everywhere you go. I recently wrote a post about one of the worst sales calls I’ve ever experienced. Scroll down to the comments – they say it all.

Last week, it happened again! This time from a major player, and a sales rep who clearly thought his company’s big name, Google would be enough to get some time on my calendar. Heck he even sent a calendar invite! after my first response. Check out our exchange and let me know your thoughts on what went wrong.

Hi Scott,

I work at Google on a new program focused on digital advertising and we work with a handful of brands each quarter that we believe have high growth potential.

My team provides strategy recommendations, account builds and optimize performance for the companies we accept into the program.

I wanted to briefly chat about Visualize and your plans to see if you might be a good fit for the team.

Let me know when you have ten minutes to chat.




I would be curious on what your initial thoughts are.

Who do you see as our target buyer and how would you get them directed to us?

Happy to chat.


Hey Scott,

Thanks for the reply back. I’ll bite my tongue for the time being, but looking forward to connecting with you and sharing some initial thoughts on where Digital could be valuable.

I’ll follow up with a calendar invite following this email. Let me know if that works on your end, and if there’s a number to best reach you at directly.

All the best,


You can imagine what my next email looked like. It seems to me that Phil had no clue as to what Visualize even does. He never gave me a reason to invest time in even listening to his pitch. He simply threw around the weight of his big name company, and that wasn’t enough to impress me. I imagine this tactic doesn’t work well for Phil in general, but I was more than happy to provide him with a few pointers.

Phil should have done a few things prior to trying to schedule a meeting.

  1. Been respectful. Phil’s arrogance was displayed immediately by his use of exclusivity in his first note – “those companies that we do accept into the program.” Then followed up with the even more brazen comment about biting his tongue. What about any of that communication would convince me to spend any time with this guy?
  2. Demonstrated that my time would be invested by providing value beyond his company’s big name.
  3. Taken five minutes to research Visualize. A simple search would have given him enough information to prevent him from doing EXACTLY what we teach our clients not to do – waste the time of senior executives.
As Founder and CEO of Visualize, Scott spearheads the company’s overall strategic direction, planning and execution. Scott has over 25 years of experience in sales and sales leadership, building profitable companies.