The Whole-Deal Gap

The chart lists five parts of a deal - close rate, sales cycle speed, price held without cutting, quality of inbound, and deals won without a competitive pitch. For each one a red dot marks the generalist and a dark dot marks the specialist, joined by a line, and the specialist sits further toward "better" every time. It's the same buyer in both cases; the specialist just shows up as a different category. When you're seen as the obvious choice for a specific job, the whole deal tilts your way - not just one number.