Champions and a Bias for Action with Richard Rivera

In this episode of The Revenue Builders Podcast,
join hosts John McMahon and John Kaplan as they explore the
multifaceted world of sales champions with veteran sales leader
and author Richard Rivera. Discover the nuances of champion
dynamics, including the often-overlooked aspect of bias for
action. Rivera breaks down the four champion
tendencies—Complacent, Teaser, Protector, and
Transformer—revealing strategies to navigate each and ensure
successful deals.


KEY TAKEAWAYS


[00:01:02] Understanding the Bias for Action: Richard Rivera
introduces the concept of bias for action in champions,
emphasizing its crucial role in sales success.
[00:02:29] The Defining Characteristics of a Champion: The
importance of champions not just having power and influence but
actively taking action on behalf of the salesperson.
[00:03:36] Dimensions of Champion Tendencies: Rivera introduces a
framework with two dimensions—appreciation for innovation and
bias for action—to categorize champions into four
tendencies.
[00:05:59] The Protector Tendency: Exploring champions who take
action but lean towards risk-averse decisions, and how to
navigate objections from such individuals.
[00:06:38] The Transformer: Rivera's favorite tendency, champions
who prioritize innovation and have a bias for action, but with
potential pitfalls. Strategies for dealing with Transformers in
the sales process.
[00:08:44] Selling in a Collective Yes Environment: Acknowledging
the shift towards collective decision-making and the challenge of
navigating the intricacies of multiple decision-makers and
influencers.
[00:11:19] Becoming the Protector: When dealing with
Transformers, the importance of assuming a protector
role—anticipating risks and ensuring a smooth decision-making
process.
[00:12:48] Early Challenges with Transformers: Highlighting the
risk of Transformers going too early to the economic buyer and
losing the deal due to lack of preparation.
[00:14:37] What We Heard Concept: Introducing a mature approach
to address potential conflicts with Transformers by referring
back to shared understandings and perspectives.


HIGHLIGHT QUOTES


[00:03:16] "If they're not taking action, they are not being a
champion for us."
[00:06:18] "Recognize who you have and then fill their
gaps."
[00:09:10] "If you can't be with the one you love, love the one
you're with."
[00:13:46] "What we heard is a mature way to address potential
conflicts."


Here are the links to our full episodes with Richard
Rivera: 


Part 1:
https://revenue-builders.simplecast.com/episodes/developing-buyer-champions-with-richard-rivera-part-1

Part 2:
https://revenue-builders.simplecast.com/episodes/developing-elite-sales-habits-with-richard-rivera-part-2


Check out Richard Rivera’s book
here: 
https://www.amazon.com/CHAMPION-SELL-L-I-T-Building-Champions/dp/B0BV415V9M/ref=sr_1_1


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/