Qualification
Champion
A champion has influence, a personal win, and actively sells for you internally.
See it
Don't
- Enthusiastic but has no influence
- Not taking action for you
Do
Priya, ops director: "I'll set up time with our CFO next week and walk her through the savings. Here's what she'll ask."
Why it matters
A champion has influence, a personal win in the outcome, and actively sells for you internally, including coaching you on the process.
How to apply it
- Test champions: will they set up meetings?
- Coach them with materials
- Understand their personal win
Common mistakes
- Mistaking a fan for a champion
- Relying on one champion only
Quick answers
What is Champion?
A champion has influence, a personal win, and actively sells for you internally. A champion has influence, a personal win in the outcome, and actively sells for you internally, including coaching you on the process.
How do I apply Champion in sales?
Test champions: will they set up meetings?. Coach them with materials. Understand their personal win.
What are common mistakes with Champion?
Mistaking a fan for a champion. Relying on one champion only.