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