Anybody that has been taught a sales methodology, they always describe buyer types

I've been taught 4 methodologies So am qualified to say that these are all pretty much the same

They will be economic buyer, the person that has money sign off

The internal sponsor, coach or sometimes they are called an angel

What sales methodologies don't have is the “change maker”

This came off the back of some research from Google in 2015

The change maker, wants a solution, they don't care which one it is

The reason why they want it is to advance their career 

Adam and I met one in Singapore

When we set up DLA Ignite we decided to be software agnostic

Then Microsoft came calling, offering us global exclusivity to resell

When Microsoft come calling and agree to all the changes you want in the resell contract

You know they want you

Adam and I have visited Singapore many a time

This time I got us a meeting with somebody senior in Microsoft

How did the meeting go?

Terrible - he nailed us to the wall

Question, after question

He wouldn't let us answer the question, before he asked another one

I just answered them all honestly

Even when he challenged me

Then he stopped and he

“from your answers today, you guys are the real deal, I'm prepared to help you”

And he was true to his word

He opened his contact book for us and made introductions for us across Singapore

When you meet “changemakers” you will have a terrible meeting

They are testing you

Will they use their political capital to help you? 

If you pass, there support for you is amazing 

Find the changemaker in your deals, and put up with those terrible meetings

It will be worth it