Episode 66 - Champion Enablement with Peter Cohan
Two PreSales in a Pod
00:00
The Challenges of Being a Champion in Sales
The idea of a champion is a modern phenomenon. It used to be something, it would be someone higher up an organization. But I think talking to a lot of pre-sales organizations, the first person you meet and you think who's going to be a champion for you can be quite lowly. That effectively is the, if you will, the sales journey that the folks at this particular vendor will enjoy because this woman is a self-reference. And so she already knows that she wants, she knows the value, she could articulate it,. She built the business case, and has already raised a PO as far as I know.
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