The Audible-Ready Sales Podcast

Do You Really Have a Champion?

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.

18:23

Creator website

Episode guests

Jim Pouliopoulos

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Episode notes

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Quick takeaways

Identifying true champions involves assessing power, influence, and vested interest in your solution.

True champions actively support and sell your solution internally, beyond superficial actions like responding to emails.

Deep dives

Importance of Having a Vested Interest in Your Solution

It is crucial for a champion in sales to have a vested interest in your solution, not just in solving the problem. This vested interest ensures that the champion actively sells on your behalf even when you are not present, leading to successful deals. Identifying a true champion involves evaluating their power and influence within the organization, their vested interest in your success, and their commitment to selling on your behalf.

Intro

3min

Understanding the Role of a Sales Champion in the Organization

5min

Strategies for Identifying and Nurturing Sales Champions

5min

The Significance of Developing Champions in Sales Deals

3min

Exploring the Concept of 'Champion's Amnesty'

2min

Finding a true Champion remains one of the biggest stumbling blocks for sales reps, as evidenced by the number of requests we continue to receive on the topic. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, has observed a great deal over the years about how sellers typically go about pursuing Champions, and he would like to share his insights with you. In this episode, Pouli clarifies a number of misconceptions commonly held by reps related to Champions, and he offers advice to help set you on the right track. Points of discussion include:

Why reps often think they have a Champion when they do not.
Indicators that you have a true Champion, and questions to help you determine whether someone is a Champion.
How to move forward in your relationships with those you have come to realize are not truly Champions.
The concept of “Champions Amnesty.”

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Building Champions for Life | Ascender Course
Validating Champions | Ascender Course
Building Rapport Through Virtual Channels | Ascender Course
Executing Your Discovery Strategy | Ascender Course
Ascender’s Best Content on Discovery | Ascender Article
Ascender’s Best Content on Champions | Ascender Course
Commonly Asked Questions About Champions | Podcast
Aligning With Your Champion | Podcast

Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.

Check out the platform here: https://my.ascender.co/Ascender/
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The Audible-Ready Sales Podcast

Do You Really Have a Champion?

Episode guests

Podcast summary created with Snipd AI

Quick takeaways

Deep dives

Importance of Having a Vested Interest in Your Solution

Defining a True Champion

Nurturing Champions and Building Relationships

Remember Everything You Learn from Podcasts