Peter Winick explains why assessments matter for selling enterprise solutions. Harvard Business Review found that purchases over $450K involve 6.2 buyers with veto power. You need data and evidence, not just persuasion, to move that many decision-makers.
Yeah. Yeah. And the other things that assessment does is there are people that fall in love with you from an emotional perspective or personal perspective, 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, 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. Harvard Business Review just did an article a couple months ago. An enterprise sale, which is like anything $450K and above, there's now 6.2 buyers in the process, and not one of them could 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, there's lots of reasons to say no.
