Revenue Builders
Champions, Power and Influence
Aug 11, 2024
The podcast dives into the crucial role of champions in boosting sales performance. Trust-building and education are essential for champions to effectively advocate for your product. Listeners learn about preparing champions to handle objections against competitors. The conversation also clarifies the difference between coaches and champions, emphasizing the importance of influence within organizations. Real-world examples highlight strategies for engaging key stakeholders, making this a must-listen for sales professionals.
07:16
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Quick takeaways
- Earning trust and educating champions is essential for enabling them to effectively advocate for your product in competitive sales scenarios.
- Differentiating between influence and authority within an organization is crucial to targeting the right individuals for successful sales outcomes.
Deep dives
The Role of Champions in Sales
Champions are individuals within an organization who can effectively advocate for a product or service, and their influence is crucial for successful sales outcomes. To develop a champion, it's essential to earn their trust and educate them thoroughly, ensuring they can articulate the differentiators of the product and address potential objections that may arise in meetings. For instance, a champion who feels unprepared for common questions about the product is likely to struggle, which can jeopardize the sales opportunity. Therefore, creating a focused training environment, where champions can practice handling tough questions, is vital for empowering them to sell effectively on behalf of the company.
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