Deals are more complex, budgets are tighter, and cycles are longer. That means you can’t afford to stay low in an account. To change deal momentum, you need to work higher and create urgency with people who actually have the authority to prioritize your solution. It takes courage, but the payoff is worth it.
Three things you can do today:
- In your next deal review, ask yourself: “If I had to get executive sponsorship tomorrow, who would I target and what would I say?”
- Don’t wait for your champion to introduce you—ask them directly to set up a conversation with leadership and explain why it matters.
- Track how often you’re having VP+ conversations across your pipeline. Make it a personal metric of success.
The environment isn’t forgiving to sellers who stay comfortable. Work higher, ask harder questions, and you’ll find your deals gaining new energy.
