Understanding the competitive landscape is critical for many reasons: The seller must be prepared for the specific competition in the...

Engineers are taught to look for the weaknesses and breakpoints in their work. Sellers tend to be optimistic and focus on good potential...

Most of the discussions between the stakeholders as well as the actual buying committee decision happen without the presence of the...

The Economic Buyer, sometimes referred to as the Executive Buyer or the Decision Maker is typically a VP, Executive or sometimes a...

Effective POV management requires clear understanding of pains, strategic impact, objectives, timeline, success criteria before execution