Decision Making Archetypes in B2B Sales with Margo White

Episode 8 of the Daring to Succeed podcast, hosted by Julianna Yau Yorgan, titled "Decision Making Archetypes in B2B Sales with Margo White" was published on March 2, 2026 and runs 33 minutes.

March 2, 2026 ·33m · Daring to Succeed

Summary

Forged from a B2B background where she needed to sell complicated ideas in the very first meeting to people she knew nothing about (and with no time to figure it out), Margo White found the only 2 “universes” that matter in the boardroom: Survivors and Inventors. Because the conversation with the person on the other side of the table doesn’t change based on the university they graduated from, the type of car they drive or how many kids they have.Together, we discuss:Moving beyond literal applications of marketing archetypesThe complexity of individual, group and company-level decision making psychologyThe markers of Survivors and Inventors, how to tell which you are, and how to quickly tell which someone else isWhy we need both Survivors and Inventors, with examples from companies like Apple and SamsungThe concept of identity as the driving force of how decisions are made, not what decision is madePractical guidance from both of us on how take this into your next boardroom or leadership conversation.Connect with Margo White:Website: https://prospectingbroker.comInstagram: https://www.instagram.com/prospectingbroker/Survivors, Inventors free download: https://prospectingbroker.com/survivors-inventors-book/Connect with Julianna:Website: https://www.daringtosucceed.comLinkedIn: https://www.linkedin.com/in/juliannayauyorgan

Episode Description