The Myth of Personalized Messaging: Why Stakeholder Alignment Wins Deals
Conventional wisdom in sales says: “To win a deal, you need tailored messaging for every stakeholder.” It sounds logical—after all, a CFO cares about cost, an operations leader cares about efficiency, and IT worries about risk. But here’s the problem: Gartner’s research shows this approach can actually backfire. In fact, when suppliers over-index on individual […]
Gartner Says 74% of Buying Groups Experience “Unhealthy Conflict.” Here’s How to Fix It.
When Gartner released new survey data showing that 74% of B2B buying teams experience unhealthy conflict during the decision process, one thing became clear: sellers don’t just need to fill the funnel, they need to win alignment. In other words: deals don’t fail because the product isn’t good enough—they fail because stakeholders can’t agree. The […]
Why Deals Die in Silence—and What to Do About It
In enterprise sales, deals rarely blow up in dramatic fashion. More often, they fade quietly. Calls get postponed. Emails stop coming back. Champions go dark. And then one day, the forecasted opportunity is quietly marked “closed-lost” with little explanation. The silence is deceptive, but the cause is clear: today’s deals don’t die because of one […]