Building Champions If the prospect is interested but isn’t ready, or they need to convince more people on the team, then turn your focus to developing your contact into a Champion, who can do the selling for you at the account. It’s simpler than you think: focus on what will make that person successful (not what will make you successful), and ask them how you can support them. Give them what they need—including time. Check in with them, but don’t bug them. Build trust, be respectful, and be persistent. You’re planting seeds here, and it can take time for the seed to sprout and bloom. Keep
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