I've got a real fan inside this account who loves what we do and says all the right things when I'm on the call. But the second I'm not in the room, the deal stalls, because they can't make my case to their own boss the way I would. I keep handing them the ball and it keeps getting dropped once I'm gone.
More people experience this than they realize.
You win over a champion but can't reliably equip them to sell for you when you're not there.
If this sounds familiar, the Library can help you find the bigger picture.