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Vera

Your champion cannot sign.

Multithreading, asking for the introduction, and the deal that dies single-threaded.

The deal looks great and you have only ever spoken to one person.

What Vera actually is

A phone call with someone who is not there. You say the thing out loud, they answer the way a real person would, and you get to do it again — as many times as it takes, with nobody listening.

1She calls youA real phone call, about ten seconds after you tap. Lock screen, headphones, car — wherever you take calls.
2She plays the other personNot a coach reading tips. Getting to the Decision Maker, with someone on the other end who answers back.
3She pushes when you are vagueFollow-up questions, interruptions when you ramble, and a straight read at the end on what landed.
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Start Practising

15 minutes free · no card needed

“What if I am bad at it?”Everyone is, on the first one. That is the entire reason it happens here and not there.
“What if I do not know what to say?”She asks first and follows up on whatever you answer. You never start from a blank page.
“What if it is awkward?”It is, for about twenty seconds. Then it is a conversation, and nobody heard the twenty seconds.

Not practising doesn’t save you anything.

The ticket, the evening, the weeks of applying — all of it is spent before anyone says a word. The practice is the only cheap part, and the only part that changes how the rest goes.

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What they'll actually say

A prospect who pushes back, then follows up on however you handle it.

  1. Ask me to introduce you to my boss, without making it weird.
  2. I would rather bring this to them myself.
  3. Who else needs to be involved in this decision?
  4. What is the actual approval process here?
  5. Who inside the company would be against this?
More about this one

Single-threaded deals die quietly. Your champion likes you, everything sounds positive, and then they change roles or lose an internal argument you never knew was happening. The fix is asking for access to other people, which reps avoid because it feels like distrusting the champion. Framing that request so it helps them rather than going around them is the entire skill, and it is one specific conversation.

Why this one is hard

Feels like distrustAsking to speak to your champion's boss can read as going over their head unless framed carefully.
Champion cannot signThe person who likes you is frequently not the person who approves the spend.
Invisible detractorsSomeone who is against this exists and you have never spoken to them.
Process ignoranceNot knowing how the buying decision is actually made until it stalls.

What Vera listens for

Framing the askWhether the introduction is positioned as helping the champion or as bypassing them.
MappingWhether you know who signs, who influences, and who objects.
Accepting a noA champion who refuses an introduction is important information, not a dead end.

Related practice

Discovery CallsQuestions that open a prospect up, and the discipline not to fill silence.Ghosted DealsRe-engagement that is not a fifth "just checking in".Negotiation & ClosingTrading concessions, handling the late ask, and actually closing.For Account ExecutivesDiscovery, demos, negotiation, and the deal that just went quiet.

Common questions

How do I ask without offending my champion?

Frame it around what you can do for them — helping them make the internal case is a different request from going around them.

What if they say no?

That is worth knowing early. A champion who cannot get you access often cannot get the deal approved either.

How many people should I be talking to?

More than one, and the specific number depends on the deal size. One is the number that reliably loses.

Who this matters most for

For Account ExecutivesFor Account Managers & CSMs

Rehearse it once before it counts

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