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The Committee Agreed. Nothing Changed.
Buying committees select for survivable, and survivable is rarely the same as best.
Oct 6
•
Craig T Watkins
September 2026
The Post-Mortem Asks the Wrong Question
Dead deals aren't failures. They're the buying committee telling you what it could tolerate.
Sep 24
•
Craig T Watkins
You Didn't Lose the Deal. You Never Had It.
Some stalled pipeline isn't stuck. It's already over, and no one's checked.
Sep 16
•
Craig T Watkins
August 2026
Some Buyers Will Pilot. They Will Never Buy.
A successful pilot doesn’t always bring the purchase closer.
Aug 26
•
Craig T Watkins
We Escalate Stalled Deals Into Bigger Problems
The deal did not stall because the buyer needs more convincing.
Aug 19
•
Craig T Watkins
4
The Yes That Didn't Move Anything
Authority can approve a deal. It can't absorb someone else's risk.
Aug 11
•
Craig T Watkins
2
Your Buyer Isn't Making One Decision. They're Making Three.
Why deals stall right after the committee agrees to act
Aug 4
•
Craig T Watkins
2
July 2026
Stop Leading with ROI
The Math Is Never the Reason They Say Yes
Jul 30
•
Craig T Watkins
1
Your CRM Is Lying to You About This Deal
Stage was never built to measure the thing that decides whether it closes
Jul 14
•
Craig T Watkins
1
How Complex Buying Decisions Are Made
The Reditus B2B Buyer Model, condensed for sales leaders
Jul 7
•
Craig T Watkins
2
Product-Led Growth Isn’t a Product Decision
It only works when your buyers don’t need anyone else to say yes
Jul 2
•
Craig T Watkins
Founders Misdiagnose Their Revenue Problem as a Sales Problem
Why sales leadership fails when the gap isn’t just sales
Jul 1
•
Craig T Watkins
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