David Schafer

The “great demo → stalled deal” paradox You didn’t lose to a competitor. You lost to no decision. The demo landed.The team nodded.Someone said, “This is impressive.” Then the process slowed down.More stakeholders showed up.More questions arrived.And suddenly the default became: wait. This isn’t rare. Harvard Business Review analyzed 2.5 million+ recorded sales conversations and found 40%–60% of deals are lost to customers who intend  to buy but fail to act. That’s the modern B2B battlefield....

How to grow using customer needs to: 1. Choose your best customers 2. Start relevant conversation 3. Improve lower funnel sales conversation

Once your campaigns are live, listen to the data in order to to create new, revenue-driving insights. Once your campaigns are live and data is coming in, it’s time to turn data into actionable insights. The key here is to distinguish between reporting and analytics. To be successful, you need to do more than just stitch together delivery and performance data. You need to monitor your campaigns daily and use that information to improve your return on ad spend (ROAS). As you are pulling in...