Top 5 Reasons Deals Don’t Close #3: Underdeveloped Champion

Have we identified and validated someone who wants us to win? A champion is someone who has access and influence over power and money.

 

How does this show up within our opportunities?

* Doesn’t act as true partner

* Wont work with us to sell internally

* Wont introduce us to anyone higher

 

What can I do to prevent this from happening?

Better chance of winning if we understand their ...

* personal gain & connection to the business

* ability to access and influence budget

* level of credibility to get it done

Time Stamps:

* :45 - What is a Champion?

* 3:45 - Coaching when a Champion is not yet developed

* 5:45 - Champion & Qualification - Pain, Budget, Decision

* 9:42 - Two types of Managers - 1 Drives Fear, 1 Drives Comfort

* 13:35 - CIGAR the Underdeveloped Champion

* 15:30 - Champion Building: Red Light / Green Light Moments