Choose a sequence for economic-buyer access that protects the champion relationship and raises business relevance.
Access moment Your champion supports expansion but blocks CFO access with: She is too busy for vendor meetings. The wrong move turns a supportive champion into a defensive gatekeeper. Framework Stakeholder map + SPIN path Use stakeholder power to identify who must be engaged, then use SPIN to make the executive conversation about business implications. Shortcut Ask for CFO access because renewal needs it. Access becomes useful to the customer, not merely useful to you. Earn executive access by increasing relevance through the champion, not by pressuring around the champion. 01 Diagnose 02 Translate 03 Ask Diagnose the block Champion…
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