The Enterprise Sales Playbook
How to build and sell with champions to land larger deals. Check out this packed Enterprise Playbook, the definitive guide to making the shift to “buyer enablement” for complex sales.
Check out this packed Enterprise Playbook, the definitive guide to making the shift to “buyer enablement” for complex sales.
It’s the process of finding and framing a problem. Then, aligning, on average, ten different people with conflicting opinions about the right way to solve that problem.
1. The Deal Champion Job Description.
What to watch for, and the role champions play.
2. Creating a Committed Champion.
Champions aren’t found. They’re created. You’ll learn how disciplined discovery, tactful testing, and forward-worthy follow-ups develop deal champions.
3. Enabling Your Champion.
Once you “close” your champion, you’ll use the inputs you’ve collected along the way to build a compelling business case. This is the art of crafting internal narratives.