When a deal goes cold for reasons no one can explain A CRO I worked with last year showed me a deal that had been “80% likely” for six weeks. The product was a good fit, the pricing was agreed and the champion was onside. Then it stalled. …
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A few months ago I sat in on a first call with a buyer and a very capable engineering-led team. The buyer was a COO at a 70-person services business, and she’d come in warm. She’d read the site, she’d watched a webinar, she’d even …