Navigating Decision Making within a Large Enterprise

Today I had the privilege of appearing as a guest on John Barrows’ “Make it Happen Monday” Podcast, where I shared tips on how to win large Enterprise deals. In this clip below, I discuss the importance of understanding how decisions get made within a large company and questions you can ask your Champion to see if they really have the juice to get the deal done!

A few powerful questions include:

1) Were you successful in this company in getting a project of similar size approved before? If so, what did that process look like?

2) Who else do you need to socialize this with to get their buy in?

3) Who else should we be speaking with to help you make a strong case internally?

4) What are the biggest obstacles you have faced in the past with getting a similar sized project approved?

Listen to the full podcast here: https://ter.li/kx0uyw \

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