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When deals die
The Revenue Formula
Understanding Your Champion and Uncovering Pain Points
To effectively work with a champion, you need to determine the type of champion they are. Testing the champion's commitment by requesting them to invite someone can reveal their level of dedication. A champion who is fully on board will find a way to provide access, while a weak champion may struggle. Additionally, understanding the champion's pain points, both personal and organizational, is crucial for a successful conversation and relationship.
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