Matteo Tittarelli argues that deals hinge on a single reason to win or lose, not multiple factors. Buyers act like single-issue voters driven by self-preservation. Stop trying to fix every weakness. Instead, keep asking: why would they say yes, and why would they say no.
But selling same idea where it's basically like you can, you only need one reason to win a deal and you only need one reason to lose a deal, right? Yeah. So, so people are single issue voters behaviorally, right? So humans are wired to survive, not to thrive, right? We're motivated by self preservation, not actualization. So what happens is like, and so we're the, the reason I say the single issue voter thing is like, we are not inclined to like figure out every single factor, measure every single factor and like make our best decision. What we do is we care about of all the factors, one thing the most and then we outsource the entirety of our opinion to the one thing. Right? But selling same idea where it's basically like you can, you only need one reason to win a deal and you only need one reason to lose a deal, right? And so I think what happens is like, you need. And balance is important because you could be like, oh, I'm deficient in this and I'm going to go hard on like acquiring this thing and you might be all geeked up on this thing and be like, blah, blah, blah, this thing and you might lose the deal because the person's like, man, that guy seems really focused on this thing. And you're like, wait, what the heck? Like, Kellen just told me I don't have it enough and I need to focus on. But it's like, like it's a balance, like. And so I think it's important for sellers to like in their deal cycles be asking balancing two things, right? And this is for GTM engineering, but for anything. Why would they say yes? Why would they say no? It's like, look at your deals, you know, both the ones you're in. Why would they say yes? Why would they say.
Roll Claude out from one laptop to the whole GTM org | Sam Gong & Zach Vidibor
