In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Anne Gary, Managing Director at Force Management, dive into the crucial topic of identifying and understanding champions in the sales process. They explore the differences between business champions and technical champions, the significance of the power chart, and the role of coaches. Discover how to distinguish between these key players, the indicators to look for when meeting potential champions, and the importance of aligning with individuals who have both authority and influence within an organization. KEY TAKEAWAYS [00:01:21] Start with an organization chart to understand the hierarchy, reporting structure, and positional authority within an organization. [00:02:33] Identify not only positional authority but also influence within the organization, as influence plays a crucial role in decision-making. [00:03:44] Just because someone holds a position in the organization doesn't guarantee th...