The Importance of Coaching the Buyers Through the Sales Process

The buying journey, I think super important for the champion when it's been coaching them through it and understanding who else is going to be involved. Otherwise, we're probably going to have a struggle ahead in the current economic times. And then of course, we've got those new personas coming in as well. These are perhaps personas that our buyers haven't been dealing with as much until now,. Like that finance title, we're coming across way more often than we previously have.