Narrative

The Dynamics of Competing Proposals as a Buying Decision Influence

“Strategy is the key to understanding the dynamics of any competitive sales campaign. The key to strategy is to make the invisible...

It's the Risk, Stupid!

“Thus, what enables the wise sovereign and the good general to strike and conquer, and achieving things beyond the reach of ordinary men,...

Shaping the Buying Decision’s Reward for Competitive Superiority

“When considering or approving a particular supplier, executives base their view on how a solution will affect the fundamentals of the...

How Cultural Fit Wins Deals. And Misfit Kills Them.

“The Volkswagen Group, with its global expertise in automobile production, and Amazon Web Services, with its technological know-how,...

Why Being Connected to the Right Power Base Wins Every Deal

“A Power Base is a powerful force within any organization, capable of reaching across departmental and geographical lines where each...

How to Deal With Economic Buyers as the Focal Point of Every Sales Cycle

Every buying decision requires an Economic Buyer to fund it. To qualify as an Economic Buyer the stakeholder of a buying decision must...

Technical Buyer: Why There is no Such Thing as an Unbiased Tech Evaluation

“We have seen a significant increase in the need for consensus in order to get deals done. Because the payoff of buying a complex...

Formal Approvers of Buying Decisions: Why Ignoring Them Will Make You Lose.

I came across scores of salespeople treating Formal Approvers in buying decision processes as roadblocks one just needs to run over with...

The Formal Buying Process: If the Rules are Made Against You, Break them - or Leave

"Power of estimating the adversary, of controlling the forces of victory, and of shrewdly calculating difficulties, dangers, and...