"that it forces those of us who aren't big on bullshitting to do it anyway"
In a way similar to what some people do to attract the opposite (or, uh I guess in cases the same) sex. If there is a perceived big enough prize people will say what they have to say to win.
For the record early in my career with my first company I had to sell up against IBM for a contract about 500 hundred thousand dollars. I told the buyer honestly that if they wanted to be assured of making the right decision to go with IBM because of our small size. But if they wanted a team that could (I don't remember the exact wording so instead of making it up I will leave it at just something like "work harder for you" although it was obviously more creative than that). We got the contract against IBM and their professional sales team in suits and kept it for about 7 years.
In a way similar to what some people do to attract the opposite (or, uh I guess in cases the same) sex. If there is a perceived big enough prize people will say what they have to say to win.
For the record early in my career with my first company I had to sell up against IBM for a contract about 500 hundred thousand dollars. I told the buyer honestly that if they wanted to be assured of making the right decision to go with IBM because of our small size. But if they wanted a team that could (I don't remember the exact wording so instead of making it up I will leave it at just something like "work harder for you" although it was obviously more creative than that). We got the contract against IBM and their professional sales team in suits and kept it for about 7 years.