The Revenue Formula Your champion is probably fake (With Gal Aga)
Mar 7, 2025
Identifying true sales champions can make or break your revenue. The discussion dives into the complexities of the Israeli tech ecosystem and how military experience fosters innovation. Multi-threading strategies are key for engaging stakeholders, enhancing decision-making dynamics. It emphasizes the shift from solo buyers to collaborative committees, highlighting the need to understand power dynamics. The conversation also urges a move away from transactional selling towards personalized, trust-building relationships with modern buyers.
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Understanding Champions
Many sales teams mistakenly label their main contact as a champion. True champions possess the ability and motivation to influence decision-makers effectively.
Build a Coalition of Champions
Identify and engage multiple champions across different departments within a company. This multi-threading approach strengthens your position and spreads influence throughout the organization.
Educate Your Champions
Coach your champions on how to present your solution to executives. Share insights and help them create concise business cases tailored to decision-makers.