The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. cover image

THE #1 SKILL THAT NO ONE TALKS ABOUT YET EVERYONE NEEDS TO WIN IN B2B SALES

The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.

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Do You Judge Your Champion?

You have to judge your champion too. Is it a strong champion that really has that clout internally? Are they just kind of saying that to you and you're believing them, but they really don't have that political capital or do you need multiple people on your side? Is it an existing customer? There's all those things like that where you have to really think about them that could help your case and that deal. The judgment definitely happens when you're in front of the customer as well.

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