Episode 66 - Champion Enablement with Peter Cohan

This episode Adam Freeman and Don Carmichael welcomes a very special guest, Peter Cohan. We talk about how to identify a Champion within a Buyer, what might be motivating them, and how their previous experience of buying Tech changes their approach. We look at whether it's even a Sales Engineer/PreSales Consultants job to enable a Buyer champion or whether that's just some Sales Execs do. We talk about how the definition of a Champion and where you find them in an organisation has changed in recent years. Focusing on the Enablement topic, we also discuss what a Champion might want from us, what we would want from them and how much we should be anticipating their needs. Join us on LinkedIn to chat more!