FOUR ACTIONABLE TAKEAWAYS

Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.

Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation.

Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.

Leverage your own senior leaders to story-tell and pull in the people at power during the demo.