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ANONYMOUS 1:1

What buyers say when nobody's selling to them.

Senior HR and TA buyers, interviewed anonymously, on what it's actually like to be sold to: how they build a shortlist, what makes them walk away, and why the vendors they leave rarely hear the real reason.

Every interview is anonymised and approved by the buyer who gave it. None were commissioned by a vendor.

Anonymous 1:1 · Edition 006 · September 2026

When things are great, you remember the product. When things are bad, you remember the person.

A VP of People on What One Renewal Conversation Can Change

Buyer Persona:: VP of People
Employer:: Growth-stage technology
Company Size:: Under 500

Technologies covered

ATSHRISPayrollComp

Topics covered

ChurnCustomer successPricing & negotiationRenewal

Stage

EvaluationRenewalChurn

Prepared by

Gordon Smith

Founder, Buyer Perception

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Anonymous 1:1 · Edition 007 · September 2026

A bit of fact-finding would go a long way

A Head of Talent on What Vendors Miss Before They Demo

Buyer Persona:: Head of Talent
Employer:: Growth-stage startup
Company Size:: Under 500

Technologies covered

ATS

Topics covered

Evaluation criteriaDemosCustomer successPeer influence

Stage

EvaluationChurn

Prepared by

Gordon Smith

Founder, Buyer Perception

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Anonymous 1:1 · Edition 005 · September 2026

Buying Technology in a Global Enterprise Company is very, very arduous.

A Senior TA Leader on What Kills Technology After the Sale

Buyer Persona:: Senior TA Leader
Employer:: Global consumer business
Company Size:: 10,000+

Technologies covered

TA PlatformsAssessments

Topics covered

ImplementationInternal sellEvaluation criteriaCustomer success

Stage

EvaluationImplementationChurn

Prepared by

Gordon Smith

Founder, Buyer Perception

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Anonymous 1:1 · Edition 004 · September 2026

They truly understand the problem I'm trying to solve, don't try to upsell me and help me realise the value of their product.

A Senior TA Leader on What Makes a Vendor Worth Keeping

Buyer Persona:: Senior TA Leader
Employer:: Mid-size technology company
Company Size:: Under 500

Technologies covered

ATSSourcingVideo & Interview Intelligence

Topics covered

Customer successProduct roadmapCold outreachPeer influenceSupportImplementation

Stage

EvaluationIn-lifeRenewal

Prepared by

Gordon Smith

Founder, Buyer Perception

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Anonymous 1:1 · Edition 003 · September 2026

Show me a clear return on investment, time or money. That's golden.

A Director of Talent Acquisition on Why Return on Investment Wins the Deal

Buyer Persona:: Director of Talent Acquisition
Employer:: Global software company
Company Size:: Under 500

Technologies covered

ATSSourcingAssessment

Topics covered

Business case & ROIPricing & negotiationPeer influenceProduct roadmapCold outreach

Stage

EvaluationSelection

Prepared by

Gordon Smith

Founder, Buyer Perception

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Anonymous 1:1 · Edition 002 · September 2026

Help me spend my money on you. Don't just try and flog me shit

A Senior TA Leader on What Makes a Buyer Want to Spend

Buyer Persona:: Senior TA Leader
Employer:: PE-backed technology company
Company Size:: 501 to 1,000

Technologies covered

ATS

Topics covered

ChurnDemosCold outreachSales processBusiness case & ROI

Stage

ChurnSelection

Prepared by

Gordon Smith

Founder, Buyer Perception

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Anonymous 1:1 · Edition 001 · September 2026

80% of the vendors I've recommended, I have not worked with directly.

A Global Head of Talent Acquisition on Recommending Vendors They've Never Bought From

Buyer Persona:: Global Head of Talent Acquisition
Employer:: Global multinational company
Company Size:: 10,000+

Technologies covered

ATSAssessmentSourcing

Topics covered

Cold outreachPeer influenceCompetitive evaluationPricing & negotiationProduct roadmap

Stage

EvaluationSelectionChurn

Prepared by

Gordon Smith

Founder, Buyer Perception

Read the interview →

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