Inside The Pipeline: B2B Sales and GTM · 20. Dan Yeates, Director of Sales at Metaview - From ClickUp to Metaview's $60M Series C, How to Build Champions That Close Enterprise Deals
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focused every meeting on building a champion who can influence the deal, only spending time if it advances the champion
“Prior to the meeting, having all that, you know, coffees with their staff members, architects, other people that could be champions to help them get info around the problem.”
“Expedia is allocating at least 20% of its tech personnel as AI champions to trial, test, and experiment with new tools.”
“IT cannot own the outcome and cannot own the processes... micro-composite of groups... AI champions within marketing, sales, customer success”
“The undefeated heavyweight champion of the world is do nothing… continue to allocate resources towards the things that are getting us the highest return.”
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