Follow-Up: After the first interaction, follow-up by writing an email to the Economic Buyer and copying in your Champion. The email should exist to serve the Economic Buyer, not the Seller. Therefore, it must include value for the Economic Buyer to balance the asks you will make. Include evidence that supports any discussion points, such as the business case, or any industry reports in which you referred to. Summarize the call within the email and ensure any action points are confirmed and the next steps are clearly articulated and allocated to owners.
