· Strategy
A Guide to Selling When Silence is Golden
Struggling with customers who treat their business context like state secrets? You are not alone. In the world of high-stakes tech sales, "it's confidential" is often code for deeper fears about risk, cost, or capability. This post explores creative deal-structuring strategies for the tight-lipped clients. Pivot from selling "business value" to selling against technical KPIs, de-risking "internal initiatives" with phased contracts, and winning over the "we're unique" crowd with managed services.