Narrative

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Dec 27, 20233 min read

The Dynamics of Competing Proposals as a Buying Decision Influence

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Dec 1, 20233 min read

It's the Risk, Stupid!

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Nov 20, 20232 min read

Shaping the Buying Decision’s Reward for Competitive Superiority

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Sep 8, 20233 min read

How Cultural Fit Wins Deals. And Misfit Kills Them.

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Aug 11, 20234 min read

Why Being Connected to the Right Power Base Wins Every Deal

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Aug 3, 20233 min read

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

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Jul 6, 20233 min read

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

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Jun 23, 20233 min read

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

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May 24, 20233 min read

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

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