Day 1: “Hey! I get paid to sell this, let me help you”
Day 7: “I love your product. I’m sold already”
Day 23: “Let’s get this signed”
Day 28: “Leadership might have some concerns”
Day 47: “The CEO is too busy”
Day 81: “I haven’t heard back from the CFO”
Day 6969: “They’re still interested, but we’ve not had the time to sit down and thoroughly evaluate your agreement”
Has a champion ever broken faith with you? How many times at the final stages of a deal? How many of your deals have died this way? And whose fault is it?
It’s the Achilles heel of a salesperson - blindly trusting their champion - forgetting that it’s their job to sell the product and not the champions'.
There’s a reason influencers and champions are called influencers and champions and not the decision-makers. When they say “they’ve got it”, chances are, they obviously haven’t!
@sahil talks about the same thing in this video - how a good salesperson should always be suspicious while dealing with internal champions.
Never be at your champion’s mercy and don’t expect them to drive your deal across the finish line.
Bad sales advice?
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