Your main contact is not your champion. You champion might not be an experienced buyer. And the list goes on.
The problem is: not getting this right can really hurt your ability to bring in newbiz revenue.
That's why we invited Gal Aga from Aligned. Not only did he post a kick-ass meme on this problem, but he also has worked extensively with AEs and run into this problem too often.
- (00:00) - Introduction
- (01:56) - The Israeli Tech Ecosystem
- (04:35) - Understanding the Role of a Champion
- (08:15) - Champion Enablement Strategies
- (13:27) - Multi-Threading in Sales
- (18:08) - Executive Buy-In and Business Cases
- (23:06) - Navigating Executive Involvement in Sales
- (23:50) - Building Trust with Your Champion
- (26:38) - Understanding Buyer Dynamics
- (27:10) - The Role of Professional Buyers
- (28:47) - Collaborative Decision Making
- (29:15) - Avoiding Transactional Sales
- (30:58) - Managing Internal and External Stakeholders
- (31:38) - Modern Sales Strategies
- (41:43) - The Future of Transactional Selling
- (45:27) - Final Thoughts and Takeaways
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