Your deal can look done 14 days before signature
Your deal can look done 14 days before signature. Then your Champion becomes a Ghost.
The quarter dies.
A new stakeholder walks in cold, with a competitor already in their ear. That is how fragile deals break.
Not when discovery is weak. When one person was carrying all the trust.
That feels like momentum. It is not.
It is borrowed confidence. The moment the org chart changes, the deal shows you what it really was.
If one resignation can freeze the deal, you did not have support across the account. You had a Champion.
Strong deals can take a hit without going back to the start. The case has to be strong enough that one exit hurts, but does not reset the deal.
That is the difference between a deal that slips and a deal that survives. A lot of late stage confidence is borrowed confidence.
It feels real until one person leaves and the whole thing slips a quarter. The reps who survive this do not build around heroes.
They build deals that survive the Ghost.
How many people in your last late stage deal could still carry the case if your Champion became a Ghost tomorrow?
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