Enterprise deals over $250K now involve 6.2 buyers with veto power each. Personal connections help, but you need hard data and rigorous methodology to convince the finance-focused decision makers who can kill the deal.
And the other things an assessment does is there are people that fall in love with you from an emotional perspective or personal perspective or whatever. And then they've got to go sell that to the folks with the green shades. And if you've got data, which not everybody does, and you have hard science and math and research underneath it, it just makes your life a lot easier. Because no sale on the corporate side is done by— the days of like take somebody out to a golf course and that's the decision maker. Right. Harvard Business Review just did an article a couple months ago. An enterprise sale, which is like anything $250K and above, there's now 6.2 buyers in the process. And not one of them can say yes, but each of them has veto power. That's what you're dealing with. So if you don't have the research underneath it, there's lots of reasons to say no.
