A Closer Look At Champions

In this episode, John McMahon and John Kaplan discuss the process
of champion building in B2B sales. They emphasize the importance
of identifying potential champions early in the sales process and
developing strong relationships with them. They also highlight
the need for sales reps to earn trust, educate champions, and
provide value throughout the sales cycle. The episode explores
various strategies for testing champions and collaborating with
them to achieve successful outcomes.


Tune in to this conversation with John McMahon and John Kaplan on
the Revenue Builders podcast.


HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:00:42] Definition and importance of champions in sales
[00:06:00] Definition of a champion: power, influence, and vested
interest
[00:09:13] Indications of power and influence in a potential
champion
[00:11:17] Building trust and uncovering information through
precise questioning
[00:21:46] Differentiating between a coach and a champion
[00:23:33] Importance of authority and influence in the sales
process
[00:29:19] Developing coaches by educating them, aligning them
with critical business issues, and connecting them with
executives
[00:34:11] Adding value to champions throughout the process
builds trust and confidence
[00:37:21] Sales leaders should measure accomplishment, not just
activity
[00:52:13] Setting clear criteria and expectations to prevent
competition from changing the rules


ADDITIONAL RESOURCES


Learn more about aligning customer-facing teams to improve
execution: https://forc.mx/48o1jyP 

HIGHLIGHT QUOTES


[00:58:47] "It starts to become really collaborative because
they're now on your team, like we talked about, and they're part
of your team. They have invested interest in it. They have
personally winning it, whether it's recognition, approval,
control, money."
[01:00:42] "If I truly have somebody that is the definition of a
champion, where they have power and influence, they're actively
selling on my behalf, and they have a vested interest in my
success, and I understand that happens over time, but if I truly
have the markings and the identification of somebody like this,
I'm not alone."