Insights

Decoding complex enterprise buying

Type: Article

Title: Orchestrating the Yes: The committee is the customer

Description: Map power, surface risk early, and design for governance

Treat the buying committee as the customer. Map power, expose risk early, and align a one-page MAP to real governance gates—so cycles shorten, forecasts clean up, and win rates rise.

Type: Article

Title: PIBAT: A Practical System for Modern B2B Qualification

Description: Qualify and advance complex B2B deals with PIBAT

PIBAT is an evidence-led framework for modern B2B qualification: Problem, Impact, Budgetability, Approval Architecture, and Trigger & Timing. Anchor stage moves to artifacts, co-own a MAP with buyers, and improve forecast accuracy.

Type: Article

Title: Beyond Forecasts: AI for Deal Analysis

Description: AI that scores risk, guides next moves, sharpens coaching—tightening cycles and cutting surprises

Forecasts look outward; deal analysis looks inward at the messy signals that decide whether a committee will say “yes.” This feature shows how AI stitches transcripts, emails, and CRM evidence to flag consensus gaps, recommend who to engage (Security, Legal, Finance) with the right artifact, and convert call notes into coachable moments—improving forecast quality as a by-product.