#133 - Building a business case with your champion (Nate Nasralla, Founder @ Fluint)
30 Minutes to President's Club | No-Nonsense Sales
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Discovering a Problem in a Sales Meeting
Discovery could be something, let's say you started lower in the organization. How deep are you going into discovery there knowing that your champions probably expecting you to do some sort of demo at some point? You know what I mean? So this is one of the questions that you do want to ask the executive as part of the discovery process. If you start going deep all the way down without understanding where this sits on their list of things, then again, there's significant deal risks that you just have left to chance and you can't address.
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