#139 - Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)

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FOUR ACTIONABLE TAKEAWAYS

• Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects.
• Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing.
• Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions.
• Play the negotiation table with ALL of your asks. If you get an ask on pricing, decline it, but in return give a non-monetary ask.

PATH TO PRESIDENT’S CLUB

• Regional Director Majors-West & Central @ ThoughtSpot
• Regional Sales Manager @ Expanse Inc.
• Enterprise Account Executive @ AppDynamics
• Sr. Enterprise Account Executive @ ClearSlide

RESOURCES DISCUSSED

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• Things you can steal