Wait or Bring in an Executive Sponsor?
Decide when executive involvement is justified by conversion risk.
Your last four mid-market losses all reached proposal, but three stalled when finance or the operating VP entered late and questioned priority. A current deal with Brightforge looks similar: the champion is strong, but the approver has not engaged. AUTHORITY RISK What is the strongest next move? Wait for the champion to handle it alone because involving leaders too early can feel heavy-handed. Weaker. This repeats the pattern that is already hurting conversion: late access to authority. Treat approver access as a stage requirement and bring in an executive sponsor to help secure it now. Best. The issue is structural,…
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