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236 (Sell) Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo)
30 Minutes to President's Club | No-Nonsense Sales
Build Your Champion Before Seeking Power
Engaging with the right stakeholders in business discussions is crucial. It's essential to assess whether a champion is genuinely invested before attempting to escalate conversations to higher-level executives. If a champion shows promise, invest time in solidifying their support and understanding, rather than rushing into discussions about authority. This approach minimizes the risk of facing resistance when trying to rally additional support in subsequent meetings. Nurturing the champion's confidence can create a more effective advocacy before confronting multiple fronts with decision-makers.
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