A rigorous diagnosis of why deals are actually won and lost, working back from the sales room to the positioning, buyer intelligence and go-to-market decisions behind it.
Not every hot market is your market. When AI infrastructure and defence budgets surge, appetite gets mistaken for opportunity. Paul Crabtree sets out how leadership teams should size, test and price entry before committing — and how to tell if the door is even open.
Learn more : Not every hot market is right. How to assess viability before you commit .
Your pipeline reports still look healthy — but the decision that shaped them happened somewhere your CRM can't see. 95% of B2B buyers now buy from a shortlist they formed before anyone made contact. This piece looks at what that means for how commercial leadership teams build and read their own intelligence.
Learn more : Why deals are decided before your team ever sees them.
