Batti: Sales reps must enable enterprise champions to sell to 20 internal stakeholders
Khadim Batti · How they built a $600M SaaS Company? Ft. Khadim Batti & Vara Kumar Namburu - Co-founders, Whatfix · Apr 17, 2023 · at 44:11
Khadim Batti, co-founder of Whatfix, outlines how enterprise SaaS startups should arm internal champions with collateral and microsites to navigate buying committees.
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“This is your champion. This is your persona whom you're going to interact with, but consider this guy is going to go and sell internally to another 20 people. So not only you need to sell to this guy, but you need to enable this guy so that he can go and sell to another 20 guys inside because sometimes they will expose you to other buyers or they may not because they want to be the layer in between. So enabling this person with all like spoon feeding as much as possible.”
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