You Were Never Actually In That Deal [7] cover art

You Were Never Actually In That Deal [7]

You Were Never Actually In That Deal [7]

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Summary

 One of Nate's SE Directors just lost a deal she was convinced she was winning. Three-vendor shortlist, great demo, champion fired up. Week two — gone. Nate explains why the deal was probably lost before it ever showed up in her pipeline, and what that means for how SE teams should operate.
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