How do you handle a deal where the buyer's procurement adds 12 redlines you've never seen before in week 11 of the cycle?
Direct Answer When procurement drops 12 unfamiliar redlines in week 11, treat it as a normal gatekeeping step, not a deal-killer. Triage each redline into three buckets—non-negotiable, negotiable with trade-offs, and acceptable as-is—within…
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