Click to Download

One of the hardest things to diagnose in the sales world is what leads to a win and what leads to a loss.

In this edition of Emissary’s Buyer Snapshot, we explore the drivers (and derailers) of deal closure…from an IT buyer’s point of view.

Specifically, we asked 105 Senior IT Executives to reflect on a recent, large ($>250,000) IT purchase they had made, who was involved, how they made the final decision and what distinguished the winning solution from the second place finisher.