In 30 seconds
The Problem: You nailed the meeting. Your contact loves the solution. But weeks pass, the deal stalls, and budget approval never comes – because you were sitting at the wrong table. Your Technical Champion believes in you but cannot close the deal alone.
The Shift: In a tight economy, financial decisions move upward. The person who feels the pain rarely holds the purse strings. Single-threading through your champion means asking a non-salesperson to sell your value proposition to a sceptical CFO. They will almost always fail.
The Solution: Go with your champion, not around them. Co-author the business case. Ask about the approval process. Then request the introduction – framing it as strategic … read more by subscribing.
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