How The Buyer Sees It: No Business Case, No Decision
The champion in a B2B software client’s won deal: “The [category]…
How The Buyer Sees It: How Much Do Tech Analysts Influence Decisions?
How influenced are your buyers by tech analysts like Gartner and Forrester and…
How The Buyer Sees It: Google Wins Before We're Even Considered
We’d been hired to find ways to win more often against Google’s…
How The Buyer Sees It: Even When We Win, Too Many Of Them Churn
We were kicking off a project for a new client. I had a meeting scheduled with…