Few IT leaders recognize when a salesperson is exaggerating product capabilities (or omitting limitations). In practicing their craft, salespeople hone their pitches to a gleaming sharpness. They can demonstrate how their product meets a variety of needs, and they can counter virtually any objection or concern the IT team might raise.

Absent an experienced vendor management group on the IT side of the table, the two parties in a sales presentation are badly mismatched. The vendor’s representatives spend all their time doing exactly this, whereas most IT buyers send people who use technology, but don’t buy it for a living. The IT team has a distinct disadvantage.

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