Introduction
Why Decision-Maker Diaries Exists:
Every corporate deal has two stories: the one you see--and the one they don't tell.
Diary Entry 1
Ghosting Isn't Personal
Why corporate buyers disappear after your proposal—and the one thing you can do to stay top of mind.
Diary Entry 2
The Red Flag Radar
Behaviors in sales calls that make buyers think, “Nope, not this one.”
Diary Entry 3
Pitches That Flop
What leaders really think when they hear “I help people live their best lives”—and what to say instead.
Diary Entry 4
Where's the ROI?
Why corporations don’t pay for “transformation”—they pay for measurable outcomes.
Diary Entry 5
Proposal Pet Peeves
Why corporations don’t pay for “transformation”—they pay for measurable outcomes.
Diary Entry 6
Curriculum vs. Courses
Why decision-makers fund curriculum but rarely sign off on standalone courses.
Diary Entry 7
Timing Is Everything
Why “follow-up fatigue” kills deals and how to re-engage decision-makers without nagging.
Diary Entry 8
The Shortlist Secret
How buyers actually choose who makes it into the final 3 (hint: it’s not who has the prettiest website).
Diary Entry 9
Winning Without Being the Cheapest
How consultants land contracts even when someone else bids lower.
Diary Entry 10
The Budget Window
How October and Q1 recalibrations drive decisions (and how to position yourself before the money’s gone).
Yayyy, you!
You made it to the end!
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