developing a champion to seal the win!

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June 18, 2015 | Carlos Nouche

TO SEAL THE WIN!

DEVELOPING ACHAMPION

Objectives for today

What is a Champion?• Identify the differences between a Coach and a Champion

How do we uncover or create a Champion?• Developing a Champion in order to increase the odds of winning

Testing your assumptions

Leveraging the strengths of your Champion to win the deal

© 2015 ValueSelling Associates, Inc. All rights reserved.

Poll

True/False: Do you need an internal Champion to win?


Poll

What percentage of deals have an identified Champion?

a. Less than 10%

b. 10-30%

c. 31-60%

d. 61-80%

e. 80% or higher


What is a Champion?

One who fights for or defends (your) cause

Provides information on the opportunity and purchasing process

Mutual benefit when you win the deal(Alignment of their Personal Value with your success)

Willing to sell for you internally and has influence with Power


Whether you know who it is or not,you cannot win a deal without a Champion in

today’s complex, committee-type opportunities


Provide information

Guide you through the purchasing process

Provide information

Guide you through the purchasing process

Have power and influence

Willing to speak on your behalf

Represent you as the winning choice to ultimate Power

Mutual alignment

COACHES CHAMPIONS

Characteristics of a Champion

Authority by title

Political clout

Access to Power

A personal win (Personal Value)

Trusted and respected throughout the Power base

Tend to drive and manage the strategic projects with the most visibility

Tend to be up-and-coming individuals


Champions are motivated

We are looking for 1 of 3 types of people/conditions:

1. An individual who is measured and compensated according to an MBO or KPI we can affect

2. An individual who wants to be the individual who is measured and compensated according to an MBO or KPI we can affect

3. An individual in a world of hurt who can’t meet the demands placed on themwith the current set of tools which we can affect


Things to take note of

Who’s in charge of the hot projects?

Who bought/put together the last big project?

Who does everybody look to in the demo/presentation?

Who does the ultimate Power rely on to help them make strategic decisions?

How do others react when this person speaks?

Who asks the impact questions?

Who sticks around after the demo or meeting and during breaks?


Test your assumptions


Things to find out after identifying a champion

How long have they been there?

Where did they come from?

Who hired them?

Has this person ever bought anything like this before?

Is there a project to which your solution fits perfectly?

What’s in it for them? (Personal Value)

What happens if…?


Champions are developed, not bornWhy do people champion an initiative?

• To gain Power

• To hit their MBO’s

• To get promoted


• To make themselves more marketable

• Already familiar with our product (comfort zone)

• Can’t get the job done with the current set of tools

Ultimately, this means we have to ask questions

Find the Personal Value(“What’s in it for me?”)


Detect a personal win“Where do you see your role in the company going?”

“Where do you see yourself going?”

“What are your goals for your department/organization?”

“Why do you care about this initiative?”

“Where does this initiative fall on your list of priorities?”

“Ideally, what does success look like for you?”

“What happens if the organization falls short?”


Champion litmus test

Trusted and respected within the company

Access to Power

A willingness to take you there and represent you

A selfish reason for back you and you alone

Force a reaction:

“It doesn’t sound like things are going to go our way”

“I heard you are going with the competition”

“I’m not sure Power will be willing to spend the money”


57 through the buying process before they talk to you Source: The Corporate Executive Board

%B2B

customers

are

Provide your Champion with tools to win

What are the business drivers that executive leadership really cares about (associated to this project)?

What are the underlying challenges that only we can solve? (Both technical and business)

What is the justification for the project? (Measurable business value that justifies the total cost and overcomes risk objection)

What steps have been taken to date to prove the case?

What steps will be taken to assure success?


Coach your champion

Educate them on sales process

– how to win internally

Identify potential objections/

red flags/enemies

Develop a champion’s deck

for them to present to their

business case

Role play with them before

they present. Anticipate the

objections and get advice on how

to help handle them

Never expose your champion,

make sure they are well-armed

Continually develop and mature

the relationship© 2015 ValueSelling Associates, Inc. All rights reserved.

Takeaways

Individually capture one thing you will…

…over the next 15 days as a result of today’s session.


Create a plan of action

Start developing a Champion in your top accounts

Test your assumptions on existing Champions

Develop a mutual Champion’s deck

Leverage your Champion, internally and externally


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Save the date!

Our next webinar will be on

August 20, 2015 | 10:00AM PDT

Thank you!

Carlos Nouche| Vice President, Visualize

[email protected]

+1 678 464 1238

www.linkedin.com/in/cnouche

mailto:[email protected]

http://www.linkedin.com/in/cnouche

developing a champion to seal the win!

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champion authority

identified champion

internal champion

personal win personal

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sealthe win

purchasing process

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