Build it to understand it

It's simply not enough in 2025 to roll into a sales cycle without understanding the potential Decision Criteria a company will have.

If you're waiting to be reactive to what the customer needs to see, you're leaving food on the table.

- Preparing strategies for how to handle these requests;
- Preempting the criteria with documentation;
- Building & showcasing frameworks;
- Crafting messaging.

All of these are tactics to help grease the wheels of the criteria and build credibility.

I built a Decision Criteria scoring platform to showcase how I prep each line item in an RFP before the call, so I know how to steer the conversation.