A full pipeline can be comforting. It can also be misleading. I’ve worked with sales teams that had plenty of opportunities on paper but not enough real deals in motion.
Most sellers think discounting happens when procurement asks for a better price. I see it differently. In many deals, discounting starts much earlier — when the seller fails to establish
One of the most dangerous assumptions in sales is believing that a supportive contact is the same thing as a real champion. They are not the same. A supportive contact
Every seller has heard it. “Send me some information.”“Send me pricing.”“Send me a proposal.”“Send me a deck and we’ll take a look.” The seller sends it. Then nothing happens. I’ve