What do you advise should be the first three steps to gaining ‘executive level sponsorship’?

You need a ‘change agent’ (champion) for a transformational deal, versus someone who wants to hold onto their job for the next quarter. (Your customer-side champion needs coaching, to sell the benefits (not features) of your solution. What support do they need to be able to “sell” in across the key stakeholders in their organisation?)

• Step One - Has client bought the vision/ story and agreed a programme/set of milestones.

• Step Two - Agree what good looks like.

• Step Three – regular RAG (Red, Amber, Green) status.

50% of Enterprise sales is 90% personal…

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