We’re excited to kick off the first quarter talking about Building Champions. We couldn’t think of a better way to focus on the most important asset in closing deals. If your deal hasn’t closed, your champion can be the catalyst to help keep the deal on track. They can help you navigate the best way to that close. Building champions helps you build momentum in your sales process.
Building Champions: Who are they?
When working with a prospect, it’s key to identify who can help you sell your solution. Champions tend to fall into two categories. They can be an onsite advocate, like the CFO or a project manager. Or they may be an outside person with heavy influence, such as a consultant.
Building Champions in Their Interests
The role an influencer plays within an organization will dictate how they help you sell. A finance person speaks to dollars and cents. They’re financially motivated to select the best solution for the money. If they’re operational, they’re looking to champion your solution as the most efficient to do their job better. You need to leverage these relationships accordingly.
Building Champions is Essential
Do I even have a champion? Are they an inside person helping me out? Or an outside advisor bringing me in? Are their bottom lines business or operational? Do I even have a champion? If you’re still asking these questions…
It’s time to reach out to Steve and Span the Chasm. It can be frustrating when a prospect slows the decision-making process. This is where having a champion is critical. And this is where we can help.
♫ Listen to this ♫
Subscribe to our podcast, UNCOMMON SALES SUCCESS! Download the latest episode on iTunes, or visit spanthechasm.com/podcast to listen!! If you like what you hear, please leave a RATING or REVIEW!
📖 Read This 📖
Targeted at sales leaders, Span the Chasm blogs wisdom from the trenches! Visit spanthechasm.com/blog to read about his insights into all things sales. Leaders are readers who drive sales success!
Follow us on social media!
https://www.linkedin.com/company/span-the-chasm-llc/
https://www.facebook.com/SpantheChasm/
https://www.instagram.com/spanthechasm/
https://twitter.com/spanthechasm