Salesgraph

winning deals comes from building your champion, not just convincing them if you don’t make it easy for your champion to sell you internally, you’ll lose that deal 9/10 times simple formula: create a business case so strong your champion wants to sell you to their boss give them every tool/asset necessary to make the value you provide obvious ensure that once the deal’s won, implementation goes so smoothly that your champion stands to gain a promotion “nobody ever got fired for buying ibm” isn’t good enough anymore sell “we’re so good you’ll get a promotion for implementing us” if you wanna nail this down, we should chat

one of the best sales advice we picked up during YC is the "McKinsey Model" a lot of deals at early-stage startups die for the same reason: your champion is afraid to advocate for your product if they push for it internally and it doesn't work out, their job is on the line so they never come back to you and hit you with the "we need to align internally first" that's why you need to be their McKinsey consultant: instead of them pitching, you personally take the blame after every demo, send them: - a one-pager - a security doc - an ROI calculator with their numbers - useful context/overview of your industry that can help with what they're struggling with right now - a pre-written slack message they can forward make it as easy as possible for your champion to forward your material without them feeling responsible for integrating your solution or "fighting" for it