One of the most frustrating situations in b2b sales or any kind of major account sales, is the false coach or champion. You know the ones I’m talking about – the ones who give you bad information regarding your strategy or who is the real decision maker.
This is usually a tough situation since you can be blindsided by someone you thought was helping you in the sale by providing you with excellent or good information about your prospect.
There are usually four types of False Coach or Champions you need to watch out for since they can cause poor decisions on your part. Here are the four types of False Coach or Champions…