Stop selling "solutions," start selling the boring checklist

Every B2B pitch I sit through in Columbus tries to wow me with dashboards and AI buzzwords. But last quarter, our team lost a $60k renewal because the vendor couldn't even document their own onboarding steps. I called their rep and asked for a simple timeline, they sent a 40-page deck instead. We need service providers who obsess over the mundane stuff like SLA response times and invoice accuracy, not the flashy demo. Has anyone else dumped a supplier just because their paperwork was a mess?

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