PAUL STOVER
The hardest part of this deal was not convincing the prospect. It was convincing my own company.
Three stages of friction. Three different internal partners. Each one required a different approach and a different kind of trust. You did not close this deal by pushing harder on the prospect. You closed it by understanding what each stage actually needed and finding the people inside your own company who could help you deliver it.
"The rep who can navigate their own organization is just as valuable as the one who can navigate the prospect. Most deals that die, die internally."