End users who actually work with technology often can't buy it. You need to turn them into advocates who convince the people with budget authority. Their enthusiasm becomes your sales force.
Oftentimes we see, you know, even on, you know, sort of simple technology solutions, there's an end user of that technology solution within a company, but they're not actually the person who signs off on it. So you have to be able to get them excited about it enough that they'll advocate for it within the organization so that maybe their boss or someone else within the organization that has the sort of buying authority is willing to sign off. So interesting sort of Juxtaposition of the kind of the same challenges, just in sort of different business environments.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
