Being Chosen Isn’t Winning
April 27, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Something strange happens in buying decisions that almost nobody talks
Category: Blog
I Was Wrong About Will I
April 20, 2026
I’ve been teaching the Will I / Which One framework for over a decade. It shows up in my books, my podcast, my training. Thousands
Your Wins Are Lying To You
April 13, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Good companies study their losses. Win–loss reviews, pipeline analysis, postmortems
Willingness to Pay Isn’t About Your Product
April 6, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Every pricing conversation eventually lands in the same place. Charge
Why More Features Make It Harder to Buy
March 30, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Most companies assume that adding more features makes their product
Will AI Shrink Our Teams or Expand Our Ambitions?
March 23, 2026
There’s a common argument floating around about AI agents: Agents will replace workers.Few workers mean fewer seats.Fewer seats breaks per-seat pricing. It sounds logical, and
Buyers Are Rational, It’s the Sellers That Aren’t
March 16, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. When companies lose a deal, the explanation is almost always
Credits Trade Clarity for Flexibility
March 9, 2026
To understand what credits really do, it helps to separate three ideas that pricing conversations often blur together. A value metric is how buyers measure
If Buyers Can’t Explain It, You’ve Not Sold It
March 2, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Companies think they have a pricing problem. Usually it’s a
Why AI Is Making SaaS Metrics Grow Up
February 23, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. ARR had a good run. But it’s over. Annual Recurring
