Full article coming soon.
Negotiation
What procurement actually hears in a negotiation.
Sellers walk in with value. Procurement walks in with a different vocabulary entirely. The disconnect is recoverable — if you know what you sound like on the other side of the table.
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Related essays.
Perspective
The buying problem disguised as a sales problem.
Your win rate isn't dropping because your AEs lost their edge. It's dropping because the decision your buyers are trying to make has gotten harder, and your motion hasn't kept up.
Frameworks
01
Funder. Runner.User.
The Value Discovery Map: covering the C-level, manager, and operator in one motion.
A three-tier coverage model that forces sellers to qualify across the people who fund, the people who run, and the people who use. Most discovery loses one of these tiers before the first demo.
Value Discovery
Discovery has to be a two-way conversation, not an interrogation.
Buyers leave first calls feeling sold-to when sellers ask only to qualify themselves in. The fix is structural — and it starts with what you offer back inside the same hour.