{"product_id":"buyer-sense-conversations-petra-wagner-9781970853629","title":"Buyer Sense Conversations: How Founders Help Buyers Make Confident Decisions in Complex B2B Deals","description":"\u003cp\u003e\u003cem\u003eWhat happens when modern selling no longer matches how decisions are actually made?\u003c\/em\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eAfter two decades inside enterprise organizations, including leadership roles at IBM and Microsoft, \u003cstrong\u003ePetra Wagner\u003c\/strong\u003e found herself sitting on the other side of the table - as the buyer. What she experienced there reshaped how she understands B2B sales. Buyers are not stalling because they lack information. They are stalling because no one is helping them make sense of it.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eIn complex B2B environments, decisions rarely fail in the meeting. They fail afterward, inside internal conversations sellers never see. Stakeholders disagree. Risk feels personal. Information overwhelms rather than clarifies. Even strong solutions collapse under the weight of uncertainty.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eBuyer Sense Conversations\u003c\/strong\u003e is not another sales methodology. It is a shift in role.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eIn this book, Wagner introduces a practical, structured framework built around one core idea: progress happens when buyers feel clear enough to move. She outlines the \u003cstrong\u003e\u003cem\u003eSeven Buyer Sense stages\u003c\/em\u003e\u003c\/strong\u003e\u003cem\u003e-ORIENT, DECODE, DISTURB, REFRAME, ALIGN, PRIORITIZE, and MOBILIZE-\u003c\/em\u003eshowing how founders and B2B sellers can stabilize decisions instead of pressuring them.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eInside these pages, she demonstrates how to reduce cognitive overload, navigate stakeholder misalignment, and replace persuasion with sensemaking. Readers learn how to ask questions that create insight, build alignment they may never witness directly, and help buyers construct a narrative they can defend long after the meeting ends.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThis is not about closing harder. It is about clarifying better.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eFor founders selling without brand safety, for sellers navigating long cycles and stalled deals, and for leaders tired of \"no decision\" outcomes, this book offers something more durable than tactics.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eIt offers a way to lead conversations that create confidence.\u003c\/p\u003e\u003cp\u003eBecause clarity is not a feature of the sale. It is the \u003c\/p\u003e\u003cp\u003econdition for it.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Petra Wagner\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 197085362X\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781970853629\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Book Publishing Wizards\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 03\/23\/2026\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 274\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.82lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.62d","brand":"Petra Wagner","offers":[{"title":"Paperback","offer_id":50665413148927,"sku":"9781970853629","price":16.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_58c6ed88-ce61-4c36-952f-7db12375b905.jpg?v=1792011838","url":"https:\/\/www.whiterainbookhouse.com\/products\/buyer-sense-conversations-petra-wagner-9781970853629","provider":"WR Book House","version":"1.0","type":"link"}