Why Selling Harder Is Killing Your Client Relationships

Episode notes

Scott Armstrong lost a major AT&T deal by selling the big idea while his client was trying to ask about the budget. Her CEO had cut her budget 30 minutes earlier. She asked three times to see the numbers. Scott kept pitching - and walked out down 60% of his agency fees. That meeting reshaped how he runs an agency 30 years later. In this episode of Humans of Growth, I sit down with Scott Armstrong, CEO of BrainRider, to unpack his "win the question, not the answer" philosophy, why being an ally beats being a vendor, and how some of BrainRider's biggest wins came from pitches they lost.

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