Last week I introduced a client to one of my sales champions. She works at one of the global IT distributors in Australia. What are “sales champions”? After years of experience working on enterprise, large services, and telco deals, I've learned that buying decisions happen when I'm not in the room. This reality taught me that I always need to find my "sales champion". In enterprise sales, the most critical conversations often happen when you're not in the room. Large, complex deals involve...