No Champion, No Deal: How to Find and Develop Champions | Krysten Conner | Ep. 282 (Sell)
30 Minutes to President's Club | No-Nonsense Sales
Navigating Sales in Risk-Prone Environments
This chapter explores the critical role of risk and change management in the sales process, especially in technology sales to law firms and school districts. It emphasizes the need for tailored communication strategies that resonate with the motivations of various stakeholders within organizations, from executives to end users. Additionally, the discussion highlights the importance of identifying champions within organizations and providing valuable follow-up communications that enhance the likelihood of successful sales outcomes.
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