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Pulse HR: Why Most HR Tech AEs Lose Deals Before They Even Start
In this episode of The E1B2 Collective Sunday Brief, AJ Vaughan breaks down a hard truth: most HR tech deals aren’t lost in procurement—they’re lost long before that.
Drawing from 80+ monthly conversations with HR leaders, this session challenges the outdated playbook of outbound, inbound, and surface-level demos, and replaces it with a research-driven, relationship-first model built on what AJ calls strategic empathy.
At the core of this conversation:
Why most AEs fundamentally misunderstand how HR leaders actually buy
The gap between product knowledge and real operational understanding
How…
The skinny
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