You’re Not Early. You’re Already Late

By the time most sales teams engage, the real decisions have already been made—or influenced by someone else. This episode explores how strategic access, timing, and insight separate margin-making organizations from the ones chasing RFPs and discounts.

This episode tackles:

• Why early access isn’t a nice-to-have, it’s a margin advantage
• The illusion of being “in the mix” vs. shaping the problem upstream
• How information asymmetry defines deal quality
• What it actually takes to earn a seat in the earliest phases of a customer's decision process
• The margin cost of showing up reactive