By Tibor Shanto
We know the filters we apply to given scenarios directly impact the outcome, more correctly, our view of the outcome. The more aligned we are to the buyer’s perspective, the more effective we can be in introducing insights. Insights that inform the buyer based on their objectives. Not an artificial view of the market designed to favor our product. Which explains why at times we really hit it off with a buyer, and when not aligned, we completely bomb. Often the gap on alignment is less about a market view. More often defined by a B2B buyer’s view of ‘“Do’s” and “Done’s”’.
Question Of Timing
Engaging with senior members of a meaningful decision team, you’re looking to convince requires alignment. Which is where things break down, misalignment, but not on message or strategy, but timing.
Every project that includes what we in sales like to call “a complex sale,” has a
