Wayne Johnson2 min readDecision ProcessAre you sure you know the Decision Process?Let me tell you another story. It is about Ryan, the account executive, and Susan, the presales engineer, working on a significant deal...
Wayne Johnson2 min readEconomic BuyerA Demo Story - The Voice that CountsEveryone was excited about the opportunity that was in front of us. The company was a Fortune 500 company and a leader in their industry....
Wayne Johnson3 min readIdentified PainA Business Pain StoryToday on MEDDIC Monday, I will tell you a story about a company feeling pain and reaching out for help in search of a solution. It was a...
