The Audible-Ready Sales Podcast Do You Really Have a Champion?
10 snips
Jun 4, 2024 Jim Pouliopoulos, Force Management facilitator, discusses the challenges of finding a true Champion in sales. He clarifies common misconceptions, provides indicators of a true Champion, and talks about 'Champions Amnesty.' The podcast explores strategies for identifying, nurturing, and developing Champions for successful sales deals.
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Episode notes
Champion Claims Are Overstated
- Most sellers who claim a champion do not have a true champion; Jim estimates 80–90% are misidentified.
- Common misidentifications include responsiveness and occasional help, which do not equal champion status.
Use The Three-Legged Champion Test
- Use a three-part definition to test champion validity: power/influence, vested interest in your solution, and actively selling for you.
- Apply this three-legged stool as a checklist before you label anyone a champion in your CRM.
Actions Aren't Enough Without Influence
- Responsiveness or occasional introductions do not prove internal influence or vested interest.
- True champions must have demonstrated influence and a specific desire for your solution, not just the problem solved.