Assessments, Data, and Enterprise Sales

And the other things that an assessment does…is…There are people who fall in love with you from an emotional perspective, or personal perspective, or whatever. And then they’ve gotta go sell that to the, folks with the green shades. And if you’ve got data, which not everybody does, and you have hard science, and math, and research underneath it, it just makes your life life a lot easier. Because no sale on the corporate side has done by… The days I’m like take somebody out to a golf course and that’s the decision maker… Harvard Business Review just released an article a couple months ago. An enterprise sale, which is anything 250k and above there is now 6.2 buyers in the process. And not one of them can say yes, but each of them has veto power. That’s what you’re dealing with. So if you don’t have the research underneath, there’s lots of reasons to say no.

Peter Winick

Peter Winick has deep expertise in helping those with deep expertise. He is the CEO of Thought Leadership Leverage. Visit Peter on Twitter!

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