By the time most sales teams engage, the real decisions have already been made—or influenced by someone else. This episode explores how strategic access, timing, and insight separate margin-making organizations from the ones chasing RFPs and discounts. This episode tackles: Why early access isn’t a nice-to-have, it’s a margin advantage The illusion of being “in the mix” vs. shaping the problem upstream How information asymmetry defines deal quality What it actually takes to earn a seat in the earliest phases of a customer's decision process The margin cost of showing up reactive 

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