Tip — Day 240
An operations VP loves the demo, but 80 regional managers would need to enter data every Friday. The VP can approve the contract; those managers determine whether the promised result appears. Surface the adoption dependency during discovery: “For this initiative to succeed, whose day-to-day behavior must change, and what will they need to do differently?” Naming the required behavior helps you test whether the buyer has a credible adoption plan before both sides commit. 🎯 Try this today: Pick one active deal and paste this question into your next-call notes.
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