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The Knowledge at Wharton Network Acast feed serves as a curated showcase highlighting the best content from our podcast collection. Each week, we feature one standout episode from each show in the Wharton Podcast Network, giving listeners a comprehensive sample of our diverse business and academic content. This rotating selection allows audiences to discover new shows within our network while experiencing the depth and variety of Wharton's thought leadership across different topics and forma ...
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This episode Adam Freeman and Don Carmichael welcomes a very special guest, Peter Cohan.
We talk about how to identify a Champion within a Buyer, what might be motivating them, and how their previous experience of buying Tech changes their approach.
We look at whether it's even a Sales Engineer/PreSales Consultants job to enable a Buyer champion or whether that's just some Sales Execs do.
We talk about how the definition of a Champion and where you find them in an organisation has changed in recent years.
Focusing on the Enablement topic, we also discuss what a Champion might want from us, what we would want from them and how much we should be anticipating their needs.
Join us on LinkedIn to chat more!
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