Champions, Power and Influence

In this curated episode of the Revenue Builders
Podcast, John McMahon and John Kaplan discuss the
pivotal role of champions in accelerating sales performance. John
McMahon explains the necessity of earning trust, educating, and
developing champions to effectively sell on your behalf. He
emphasizes the importance of differentiating your product and
preparing champions to handle objections in competitive
scenarios. Additionally, the discussion highlights the
distinctions between 'coaches' and 'champions' and the
significance of understanding influence and authority within an
organization. This episode is a comprehensive guide for sales
professionals aiming to leverage internal champions to drive
success.


KEY TAKEAWAYS


[00:00:22] The Role of Champions in Sales
[00:00:43] Building Trust and Educating Your Champion
[00:01:09] Preparing Champions for Objections
[00:01:55] Role-Playing Scenarios with Champions
[00:03:41] Defining Coaches vs. Champions
[00:04:03] Understanding Influence and Authority
[00:05:31] Real-World Example: Selling to the Right Person


HIGHLIGHT QUOTES


[00:00:48] "First, you got to earn trust and you have to help
educate and develop your champion."
[00:01:09] "When that champion goes into a meeting to talk about
you and your product, there's going to be a competitor's champion
in that same room."
[00:00:48] "You have to almost make them an internal salesperson
because when you're not there, they have to basically sell on
your behalf."
[00:05:07] "Stay away from Nina and stay away from Annie. Nina is
no influence and no authority and Annie is authority and no
influence."
[00:05:26] "What’s the difference between an org chart and a
power chart? Authority and influence."


Listen to the full episode through this link: 
https://revenue-builders.simplecast.com/episodes/a-closer-look-at-champions/


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


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


Read Force Management's eBook: 
https://www.forcemanagement.com/roi-of-sales-messaging