Ever wonder how corporate buyers think?

Now, you can hear exactly how they think in this series of interviews conducted with buyers from four billion dollar companies. We spent a full hour in these interviews and the questions we ask range to every aspect of their buying process:

  • How much does price matter and how do you handle things if price comes in way to high or way too low?
  • How do you find new consultants and vendors?
  • What makes you subscribe to email?
  • Which marketing communications do you look at the most?
  • How long should a proposal be?
  • What do you look for and expect to see in a proposal?

And a whole lot more.

To get a real idea of what is in these recordings, check out this sampler. I edited about 8 minutes of my interview with Scott, who is a Director of Strategic Marketing at a Fortune 100 client. This is proof of some of the insights you can get. 

Fortune 100 Client Interview Excerpt

  I’m sure you can see how valuable an interview like this can be. Just from this little excerpt with Scott…

  • You can see how price impacts a client and why competing on price is a short road to failure.
  • You can hear how business needs drive decisions so you can discover those needs and get more true opportunities
  • You can hear how he approaches scoping, and so meet client expectations with vendors.

What’s even more, is that we talked about the mistakes vendors make, how long a proposal should be, how teams are involved in decisions, and the role of marketing communications in vendor selection. You can’t get this information in any way other than talking to clients, but what do you do if you don’t have clients to talk to? That’s exactly why I am doing these interviews.  Just imagine being able to ask Scott the kinds of really detailed questions most consultants and freelancers have:

  • How does a consultant get a foot in the door with an organization like yours if the contact in unsolicited?
  • Do you try to consider many consultants for a role and then select one? Or do you typically hire the first one that fits?
  • What assumptions do you make if is a consultant quotes a rate that is too low? Too high?
  • In a first connection call, what can make or break a consultant’s ability to continue the conversation after this initial call?
  • How long and detailed should a proposal be?

Most intelligent people want to hear it for themselves. They really learn when they hear it right from the source, or apply it in their own business. To get access to all four interviews, you can do so right here.


So, I created this interview series for you—to give you direct access to the insights and candor of my own clients—from relationships I have developed over nearly twenty years. Here’s who we interviewed:

  • A Director of Marketing at ThomsonReuters
  • A Global leader of training at Honeywell
  • A Marketing Director at Tennant Company
  • A Senior Director of Marketing at Merrill Corporation

All of them command large budgets and buy goods and services every day in the execution of their tasks.

What can you expect to learn?

Our primary objective in these interviews was to enable you to:

  • Know what these clients expect  so that you can meet those needs and build good relationships
  • Uncover the secret  buying and negotiating tactics of corporate clients so you can negotiate better contracts and close more deals
  • Discover what really matters to buyers so you can meet those needs
  • Penetrate the murky world of “preferred vendor lists” so you can manage the many traps and focus where you really need to–on sales
  • Find out how “decision-makers” actually think so you can help them decide in your favor
  • Know the relative importance of price so you can confidently negotiate to mutual agreement
  • Learn what clients really think of demonstrations and presentations so you can avoid the temptation to demonstrate at the wrong time and improve your close percentage
  • Know what these clients read, listen to, and appreciate, so that you can model your marketing communications to actually get in, connect, and communicate with them.
  • Learn how they network so you can find them and build your own network of corporate contacts
  • Find out where they go to solve problems, and how you can put yourself in position to be found there, so you can get the business
  • Know what tactics many vendors use that slow down and kill projects and proposals so you can avoid them and get the projects you deserve

Do you know what this is worth? This is the raw data of market research at a fraction of the cost. A project including ten interviews with target customers is regularly a $10,000 to $15,000 project. Easy. But now, you can get similar insights into YOUR market with this interview series.

Limited Time Offer: Get all FOUR Recordings Now

I negotiated a special price with my interview partners that enable me to sell only 100 copies of these recording at a very special price. After that, you will have to purchase them at full price. So, when you are one of those first 100, you can get this unique price that soon will not be available to others: ONLY $180.

By contract with the interviewees, I can ONLY make this offer for the first 100. So acting now is paramount. Click the orange button below to be one of the first 100 and get your copy now.