Business cases…. in sales we are so focused on building a business case for the "DM" to sign off but we forget about what the business case looks like to even get the team of endusers/influencers/champions to clear their calendar for an hour to join your demo. And we need this team to agree your product is a fit before we even go back to the "DM".

I feel like this is where so many deals are lost - the champion goes back and asks their team to join your demo but the wider team doesn't see the urgency & you get shut down because the team doesn’t want to give an hour of their day. Who likes joining random meetings?

So before you ask or start building a business case to get contract sign off, think much earlier.. what does the business case look like early on in this process to get the wider team (not the DM) to join your demo, what's in it for them, and can my champion articulate this?