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MEDDPICC Master Class with David Weiss
Outbound Squad
How to Intentionally Build Champions
How do I know if someone is a champion? I sell the salespeople. So outside of that, because I haven't really sold a lot outside of that. What's that like? So are they selling for you when you're not there? Are they helping you prep for meetings? Are they giving you insider information? And to me, the best way is to intentionally build a champion. A business case with an economic buyer all day long. There's always two. One is status quo. 57% of all deals have been status quo. That's way to rock something off no change. If you want someone to make a change, forgive them a financial reason to do it and make
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