The desks Desk 04
How technology gets bought: enterprise deals, buying decisions and the markets behind them.
Analysis
Your buyer does not owe you your quota. Seven practical principles for understanding what matters to people, making value concrete and earning the next conversation without pressure.
Analysis
A smaller enterprise software deal can demand just as much trust-building, budget creation and political work as a much larger one. The difference may be resistance to buying, not the size of the customer.