A vendor's 5 minute chat changed my whole client expectations setup

Last week I was on a call with a logistics software rep in Cleveland, and he straight up told me most B2B buyers ghost after the first demo because we overpromise on timelines. He said his team cut their sales cycle from 8 weeks to 3 just by being honest about integration hiccups upfront. Has anyone else found that admitting limits early actually wins more contracts, or is that just a Midwest thing?

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