The most underrated data point in the account research is the career trajectory of the potential champion.
It jumps at you right from the Linkedin profile, yet very few sellers leverage this intel in their pitches.
Imagine that you sell a product to three similar companies, but there's one subtle nuance.
1) Champion A shows a clear pattern of 12-15 month commitments (frequent career path for many super-performers, btw).
2) Champion B prefers 2-3 year cycles and then switches industries in search of a new adventure.
3) Champion C has worked in the company since its inception and is super-loyal.
Pop Quiz -- should this info shape the way you present your solution?
You bet it should.
Different timelines, different values, different risk tolerance, different everything.
So when you prepare to engage the potential champion, be sure to analyze his career path thoroughly.