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Listen "Episode 66 - Champion Enablement with Peter Cohan"
Episode Synopsis
This episode Adam Freeman and Don Carmichael welcomes a very special guest, Peter Cohan.
We talk about how to identify a Champion within a Buyer, what might be motivating them, and how their previous experience of buying Tech changes their approach.
We look at whether it's even a Sales Engineer/PreSales Consultants job to enable a Buyer champion or whether that's just some Sales Execs do.
We talk about how the definition of a Champion and where you find them in an organisation has changed in recent years.
Focusing on the Enablement topic, we also discuss what a Champion might want from us, what we would want from them and how much we should be anticipating their needs.
Join us on LinkedIn to chat more!
We talk about how to identify a Champion within a Buyer, what might be motivating them, and how their previous experience of buying Tech changes their approach.
We look at whether it's even a Sales Engineer/PreSales Consultants job to enable a Buyer champion or whether that's just some Sales Execs do.
We talk about how the definition of a Champion and where you find them in an organisation has changed in recent years.
Focusing on the Enablement topic, we also discuss what a Champion might want from us, what we would want from them and how much we should be anticipating their needs.
Join us on LinkedIn to chat more!
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