Beyond the Sales Process

STRATEGY 6

Align the Teams: Developing Customer Sponsors and Supporters

If the goal of discovery is to equip you with actionable awareness of your customer’s external drivers, business objectives, and internal challenges, then alignment puts this awareness to work developing value-focused relationships with your customer’s team. This means more than simply making connections and developing new contacts.

In the earlier phases of your engagement with the customer, you worked to establish credibility and build trust. By asking the right questions, you elevated the dialogue and learned how your customer defines success. You did your research, explored possibilities, built a vision of their success, and elevated the conversation—all by working together. ...