Lessons Learned
In complex B-to-B sales, multiple “Yes” votes are required to get an order.
A single “No” can kill the deal. Understanding the saboteurs in a complex sale is as important as understanding the recommenders and influencers
We needed a selling strategy that took all of this into account.
In a startup not losing is sometimes more important than winning.
via At times not losing is as important as winning « Steve Blank.