How to Avoid Arming Your Potential Champion

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FOUR ACTIONABLE TAKEAWAYS

• Start by aligning on the problem in the big team meeting and sell your champion on why it’s important.
• At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you.
• In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems.
• Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation.

PATH TO PRESIDENT’S CLUB

• Community Growth @ Lavender
• Chief Evangelist @ Challenger
• Player/Coach-Large Enterprise Sales @ CEB, now Gartner

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