Sharp breakdown of what actually kills deals. The stat about 51% of buyers not advocating internally despite wanting to buy is brutal, because it shows the disconnect between liking something and putting reputation on the line for it. I've personally seen situations where everyonein the room nodded along, but afterward no one would commit to championing it upward. Its a reminder that the deal is really won or lost in that invisible meeting.
That disconnect is exactly it. Liking is free. Championing costs something. The nodding room is the most dangerous place to be. Feels like progress, but nothing's actually moving.
Great article. I've spent almost a year working on a potential deal , just to find out - after my champion was fired - that he has never defended or formally brought the deal to his board. He wanted to test if the idea would be informally accepted , so he would present it as his own idea, and only then bring us onboard to implement 'his idea'.
Sharp breakdown of what actually kills deals. The stat about 51% of buyers not advocating internally despite wanting to buy is brutal, because it shows the disconnect between liking something and putting reputation on the line for it. I've personally seen situations where everyonein the room nodded along, but afterward no one would commit to championing it upward. Its a reminder that the deal is really won or lost in that invisible meeting.
That disconnect is exactly it. Liking is free. Championing costs something. The nodding room is the most dangerous place to be. Feels like progress, but nothing's actually moving.
I’ve seen it many times; from both sides of the fence.
did you ever lose an opportunity you were sure you won?
It's why I hate sales and love marketing. There's so much time wasted on outbound activites that could have been spent on inbound results.
Totally get that. Though even the best inbound lead can die in the meeting after yours. The internal sale doesn't care how they found you.
Great article. I've spent almost a year working on a potential deal , just to find out - after my champion was fired - that he has never defended or formally brought the deal to his board. He wanted to test if the idea would be informally accepted , so he would present it as his own idea, and only then bring us onboard to implement 'his idea'.