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<p>Most deals do not lose to a competitor.

They lose to “do nothing.” And they lose twice when the champion leaves and nobody else can explain why the project still matters.

Build the narrative for the company, not the one person who liked you. Why now. What it costs to wait. Who owns the outcome if that champion changes jobs. Put it in writing the committee can reuse after your last call.

If the case only works while one advocate is in the room, you do not have a deal. You have a relationship.

@LNZVentures

#EnterpriseSales #GTM #SalesStrategy #RevOps #WinRate</p>

Most deals do not lose to a competitor.
They lose to “do nothing.” And they lose twice when the champion leaves and nobody else can explain why the project still matters.
Build the narrative for the company, not the one person who liked you. Why now. What it costs to wait. Who owns the outcome if that champion changes jobs. Put it in writing the committee can reuse after your last call.
If the case only works while one advocate is in the room, you do not have a deal. You have a relationship.
@LN

Most deals do not lose to a competitor. They lose to “do nothing.” And they lose twice when the champion leaves and nobody else can explain why the project still matters. Build the narrative for the company, not the one person who liked you. Why now. What it costs to wait. Who owns the outcome if that champion changes jobs. Put it in writing the committee can reuse after your last call. If the case only works while one advocate is in the room, you do not have a deal. You have a relationship. @LNZVentures #EnterpriseSales #GTM #SalesStrategy #RevOps #WinRate

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