Deals don’t close, or close for less than they should

An infrequent buyer doesn’t need convincing, they need help buying. Most of them make this purchase once every few years, inside procurement rules, with a committee behind the door. Selling to them is a different craft: navigating long government and enterprise cycles, shaping the deal before it ever becomes an RFQ, winning when the product alone won’t decide it, and knowing when slowing a deal down is exactly what speeds it up.