I'm sure you've all heard the term, if you don't have a champion, you don't have a deal.

And that's pretty consistent in my experience, but there's degrees of champions.

You have the raving fan who will put his job on the line to get your product in there

because it really helps them, helps the company, changes their world.

And then you have, on the other end, people who want it, need it, can afford it, but don't

know how to get it done, and if they meet any resistance they give up, is that a champion?

That's all you have to work with, right?

Today's guest has a territory which is more the ladder where the people, yeah, they want

it, they need it, but they don't know how to get it done.

They're not very motivated, they're not driven by profit or career advancement, more

by retirement and their pensions.

So what do you do in a case like that?

Big organizations, and I've never had a rep on the show that covers this type of territory,

state and local government and education.

What we call in the U.S. sled, S-L-E-D, state, local and education, these territories

are hard.

I've sold the state governments before, but more on reactive, not on purpose because they're

so difficult, because selling to even killed people who are happy, they have problems, but

they don't care, because they get paid either way, there are generations behind in technology

and automation, so you prioritize, right?

You work on most likely to close, to least likely to close, and if you don't have somebody

on the other side, excite it and willing to stick their neck out, what do you do?

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