Thesis
Deal Reality
A pursuit becomes manageable when the team separates what the seller did from what changed for the customer.
Ross SylvesterJuly 12, 20266 min read
Essays and operating notes on buyer rooms, account politics, and the route to yes.
A pursuit becomes manageable when the team separates what the seller did from what changed for the customer.
A useful read explains the pursuit, exposes uncertainty, and identifies the move most likely to improve the outcome.
A deal review should improve the next decision, not reward the most confident retelling of the last one.
The useful map is not a list of contacts. It explains how the customer can make this decision.
The consequential part of a pursuit can happen between meetings, among people the seller has not yet met.
Preparation should produce a point of view, a visible uncertainty, and a reason for the customer to correct you.
A champion matters only when their work can survive without the seller standing next to them.