Constructive agitation - what is that ?

Asking prospects the uncomfortable but necessary questions. So many times as salespeople, we become too wrapped up with the champion or coach at any organization thinking they will help evangelize the deal internally. WRONG! Most of those individuals have never held budget, cannot present ideas or sell your solution internally. Never rely on that methodology. Yes it is important to network those roles but always being moving toward the economic buyer to ask the difficult questions. In spite of what the coach or champion may tell you about fostering a deal from their perspective. From a nuance perspective you have to start incorporating economic buyers very early in any sales process. Want to learn about that? Contact us to discuss.