I've seen many internal “sales decks” of internal advocates selling their leadership team on why expensive new software should be purchased—it's not always the rep doing that selling.

I've seen many internal “sales decks” of internal advocates selling their leadership team on why expensive new software should be purchased—it's not always the rep doing that selling.

It’s too easy for you and your champions to lose control over the narrative when you’re deep into features. Someone in the buying committee may decide having the best “X” is a non-negotiable. Your product may have a far better “Y” or “Z,” and feature X may not be that important. But if the one who sided with feature X has a louder voice than your