Bottom-Up To Top-Down Battlecards
Recall when to use bottom-up proof, top-down alignment, and hybrid motions.
Choose the motion Bottom-up vs. top-down: what is each best for? Hybrid motions connect proof to authority. Champion concern I do not want you going around me to my VP. The champion is open but protective of internal trust. Your line I will not bypass you. Let's first put your team's results in your words, then decide together whether a VP conversation would help with rollout risk or budget. Do not trade speed for trust by forcing an executive intro. It preserves champion agency while still creating a path to authority. Executive concern Why am I hearing about this if…
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