Today’s Slattery Sales tip: Equip your advocates.
💡 There is no single “decision-maker” in a complex sale. There are always more requests for funding than funds available, and so HOW they resolve those competing priorities is critical to your sale.
You’re up against every other investment they could make this year, and your biggest competitor is the status quo.
Even your strongest advocates at your prospect organization will need to defend any investment in your solution.
➡️ Therefore, equip your advocates – especially the ones who are funding the problem you can solve – to defend your solution in their internal machine.
💘 They may love you, but if they can’t articulate what business problem your solution solves, they won’t get you funded. ⚠️
👉 The problems that get articulated get funded.
💵 Help your prospect articulate the costs of the problem you solve.
(Don’t tell them the costs, of course; simply help them articulate the costs of the problem you solve.)
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