Sales Thought: Make sure you position your sale as close as possible with the person for whom the goal is important and urgent.
It is a really sinking feeling when the person for whom the goal is important and urgent parachutes into the selling process
at the final stages, just when you thought you were moving to a close. Should this happen, you can rest assured that your opportunity for a fast close will fall apart! If you are lucky, you might get to start the process over, with the opportunity to
sell to the real WHO on the account. The worst case is that you are seen as not understanding the WHO’s goals and URGENCY (since you have never spoken to them directly!) and therefore lose your selling credibility within the account.