A story by Raj Basotia
One deal.
Six turning points.
A shortlist. A website. A conversation without you in the room. Follow one buyer through the small moments that change a decision, and the marketing work behind them.
The chapters
Two takes on the same deal. See what changes.
00 · Day 71 · Start here45 sec
One deal, lost
A deal everyone was sure of ends in “no decision”.
✓ Seen01 · Day 0 · Positioning75 sec
Everyone sounds the same
Nine vendors, one headline. So she compares on price.
✓ Seen02 · Day 1 · Website75 sec
The website doesn’t say what you do
Five seconds on your homepage, then she hits Back.
✓ Seen03 · Day 3–9 · Reviews and analysts80 sec
No one vouches for you
No reviews, no analyst mention. She picks the safe name.
✓ Seen04 · Day 14 · Executive story75 sec
Your champion can’t retell the pitch
Three retellings later, you’re “another tool”.
✓ Seen05 · Day 31 · Competitive intelligence80 sec
A louder competitor shows up
Big claims, no answers, so your team discounts.
✓ Seen06 · Day 47 · Customer proof80 sec
No customer story like theirs
All you have is a logo slide. So the deal waits.
✓ Seen