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Biggest influencer for winning large enterprise deals: Sales process or Politics?

Ideally you'll want to have a solid business case and the most influential executives in the organization on your side, but as the organization gets more complex and deal size gets larger, which do you see having the bigger influence in getting a deal over the line?

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
1
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
If you don't have the CEO or CFO ear and make them your coach or champion in a large deal, chances are not great. You can't expect the prospect to convey the same message up the chain that you would, regardless how much they say your vendor of choiceย 
Ace
Arsonist
+9
CEO
100%
Ly
Lyceum
Good Citizen
+1
Strategic Account Executive
So you're saying political power has the largest influence in getting a deal over the line?ย 

If you have a better business case than your competitor but don't have the ear of the CEO or CFO do you still lose?ย 

It's never just one or the other and there is a mix of success/failure on both sides of it. I'm curious to know what people experience more often.ย 
CuriousFox
Arsonist
+10
Senior Account Executive
Enterprise and contract/commercial size deals must have high level champions/decision makers present. Otherwise you're wasting your time.
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
Don't get stuck with a coach you think is a champion.ย 
CuriousFox
Arsonist
+10
Senior Account Executive
THIS TOO ๐Ÿ’ฏ
Ly
Lyceum
Good Citizen
+1
Strategic Account Executive
Let's say you have a champion and a stronger business case than your competitor.ย 

Your competitor also has a champion but a weaker business case than yours.ย 

If your competitors champion has more political power than yours do you believe you win the deal?
CuriousFox
Arsonist
+10
Senior Account Executive
Anything is possible!ย 

I'd rather go in with the mindset of crushing it instead of having doubt. That would hold me back from being at my best.ย 
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