By Tibor Shanto
In every cultural ritual, say like sales, that unfolds over and over, not just for the individuals involved in it day to day, selling and buying, buying and selling, and over again; people tend to see events as they unfold, through their narrow set of filters. The bias they bring drives what they see. Which explains why you can have two perfectly sane and proper people, people you would have to your house for dinner, with your kids, who will see the same thing entirely differently, (republican/democrat).
It may be why it is hard for salespeople to adjust to being sufficiently valuable to buyers. I am not saying it is systemic, but it seems to be a broad habit. It is ingrained in the way sellers view what they do and what the buyers do or want. There are many companies out there who make money doing ‘Post-mortems’ for B2B