In this episode, David Weiss challenges traditional sales methodologies and introduces the concept of deal management as a separate methodology. He redefines the role of a champion as a behavior rather than a person and discusses the process of identifying and developing champions. The conversation also explores the importance of understanding behavioral shifts throughout the sales cycle and the distinction between deal management and sales methodologies. The conversation delves into the challenges of sales tools, the need to rethink sales behavior and metrics, the concept of a system of action, the ineffective leadership structure, the importance of leadership enablement, the role of sales enablement and leadership training, the role of neuroscience in sales, and the future of the sales process and buyer's journey. Takeaways Champion is a behavior Separating functional roles from behavioral signals Deal management as a separate methodology from sales methodologies Sales enablement should focus on leader enablement Triggering the amygdala is crucial in driving urgency in sales The role of the salesperson is sense-making and providing deep domain expertise to buyers Chapters 00:00 Redefining Deal Management 07:06 Identifying and Developing Champions 14:23 Behavioral Shifts Throughout the Sales Cycle 21:10 The Purpose of Sales Methodologies and Tech 27:45 Ineffective Leadership Structure 34:50 Neuroscience in Sales and Triggering the Amygdala