Field Notes
From my seat in
San Francisco.
Notes on how the biggest names in tech really buy — pipeline, buying committees, and the quiet mechanics behind the headline numbers. No theater.
- Discovery
- Negotiation
- Forecasting
- Champion-building
- Career
In the works
- Drafting The forecast is a story you tell twice — once to your VP, once to yourself.
- Drafting Champions don’t close deals. They survive the meetings you’re not in.
- Drafting The real cost of “procurement is a formality.”
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