Developing Buyer Champions with Richard Rivera, Part 1

The buyer champion is a crucial part of any deal, but especially
important in a challenging sales environment. In this episode,
Richard Rivera, Founder of GENNOW Sales Consulting, joins the
show to discuss his book The Champion Sell and his
insights on what makes a great buyer champion.


 


In his conversation with John Kaplan and John McMahon, Richard
shares his view on the different archetypes of champions, along
with the risks and benefits of each. The episode contains advice
for sellers and leaders on how to incorporate stronger champion
practices into their sales rhythm. Don’t forget to tune in next
week to catch Part 2 of Richard Rivera on Revenue Builders.


 


Here are some key sections to check out: 


03:01 Why Richard decided to write The
Champion Sell 


06:44 The three common selling habits for reps


10:49 Criteria for defining a champion


18:25 Sales in the information age


26:19 The four champion tendencies


34:19 Working with someone that blows past the
buying process


 


Additional Resources:


Connect with Richard Rivera on LinkedIn:
https://www.linkedin.com/in/richard-rivera-44532b1/

Read The Champion Sell by Richard Rivera:
https://www.thechampionsell.com/

Resources to Help Your Salespeople Enable Champions:
https://forc.mx/41wD9zC



 


QUOTES


Differentiating the power and influence of a champion:
“Typically power is a trait of strength. I can move something, I
can make something happen. So power is really about authority
whereas influence is about people. So I may have an enormous
amount of authority but I can't influence people.”


 


Find evidence that they're doing the work: “The third part
of the definition that they have the willingness to sell for you
when you're not there or sell on your behalf. That means that you
have evidence that they're taking action for you. Then I started
relating to my experiences. Regardless of what I'm doing, there's
a certain people that don't have a tendency to take action as
much as we'd like.” 


 


Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064