The idea of finding an advocate in your prospect company isn’t really new. Mark Suster of Upfront Ventures rightly dubs that person as the champion that can boost sales.
Here’s a brief review on what they can do. They can vouch for any solution or service you are offering. They hold a key and relevant position in the prospect company. It’s not that hard to see why they can be the so-called ‘chosen one’ who will help your salespeople achieve their goals.
But what if it’s in the case of a much larger organization or even a multinational one?