In this episode, Angus and Pete discuss the importance of understanding stakeholders when presenting business cases. The conversation also highlights strategies for crafting compelling proposals and navigating the complexities of boardroom dynamics, emphasizing the need for preparation and awareness of potential objections.

Takeaways

• Understanding stakeholders is crucial for successful sales.


• Sales champions may lack experience in presenting business cases.


• A compelling business case should clearly state the problem.


• Navigating boardroom dynamics requires knowledge of key players.


• Business cases presentations to the board must address the cost of inaction.


• Quick wins can help persuade decision-makers.


• Prediction of likely objections and how to handle them is important preparation.


• Researching company ownership can reveal hidden decision-makers.


• Effective champions can improve sales outcomes.

Keywords

customer engagement, AI, sales, business case, boardroom dynamics, stakeholder management, customer service, ethics, accent modification, sales challenges