In pipeline reviews or one-on-one coaching sessions, be merciless in finding out how much energy reps are putting into mapping out decision-making processes and people. If they aren’t directly in touch with decision makers, how can they help their Champion or main point of contact sell for them? (Never assume your internal champion knows how to or sell internally for you!) When doing outbound sales, start high – one or two levels higher than your decision-maker. Have reps practice role-playing with people at your company who can think and speak like decision-makers. It will give the reps
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