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Sales Process

Empowering Your Champion

duration
13 min
Average Score
60%

Matt Doyon

Chief Executive Officer @ Triple Session

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In today's competitive sales landscape, having a champion within the buying committee is crucial. This guide will walk you through the essential steps to identify, empower, and collaborate with your champion to ensure successful mutual action plans.

Understanding the Role of a Champion

A champion is not just an interested party. They are a key member of the buying committee who has:

  • Confirmed interest and influence within the organization
  • Willingness to take action and drive change
  • Access to decision-makers and stakeholders
What is a Champion?

A champion has specific criteria:

  • Interest and Influence: They must have both and be willing to take action.
  • Knowledge of Stakeholders: They know who makes decisions and can influence them.
  • Commitment to Collaboration: They are ready to work with you through the entire process.

Identifying Your Champion

Confirming Your Champion
  • Verify their influence: Ensure they can affect decision-making. This includes their position in the company and their relationships with key decision-makers.
  • Check their willingness: Confirm they are committed to collaborating. This involves gauging their enthusiasm and readiness to put in the necessary work.
  • Assess their network: They should have access to other stakeholders, especially the economic buyer. This means understanding their ability to bring other key players into the conversation.

Setting Expectations and Communication

Early Communication

Set clear expectations early. This helps build a strong foundation and ensures alignment from the start. Here’s how:

  • Explain the mutual action plan (MAP): Walk them through its structure and benefits. Detail how the MAP will guide the process and keep everyone on track.
  • Set up multiple communication channels: Use email, phone, Slack, WhatsApp, and calendar invites to keep in touch. Diversifying communication methods ensures that you can reach your champion promptly and prevent the deal from going dark.
Maintaining Momentum

Regular communication is key. Use project management as a service to maintain momentum:

  • Diversify communication methods: Don’t rely on just one channel. Utilize various platforms to ensure constant and reliable communication.
  • Celebrate progress: Acknowledge each milestone and keep the process moving forward. This builds motivation and reinforces the commitment to the project.

Project Management as a Service

Leverage project management techniques to deliver results effectively. Here’s how:

  • Use the MAP as a communication tool: Regularly update and make comments to keep everyone aligned. This ensures transparency and keeps all stakeholders informed about progress and next steps.
  • Over-communicate: Keep your champion informed about every step and decision. Regular updates help in maintaining trust and ensuring that the project stays on course.

Practical Tips for Collaboration

Building a Strong Foundation
  • Be clear about roles and tasks: Ensure your champion knows what is expected of them. Clearly define responsibilities and timelines.
  • Build a collaborative environment: Both you and your champion should be accountable for meeting milestones. Foster a sense of teamwork and shared goals.
Maintaining Engagement
  • Celebrate successes: Acknowledge each achievement to maintain motivation and investment in the process. Regularly highlight progress and recognize the efforts of your champion.
  • Encourage open dialogue: Maintain open lines of communication to address any concerns or obstacles promptly. This helps in resolving issues quickly and keeps the project moving forward.

Leveraging Multiple Communication Channels

Email Communication
  • Regular updates: Send detailed emails outlining progress, next steps, and any actions required from your champion.
  • Document sharing: Use email to share important documents, agreements, and updates. Ensure all stakeholders have access to the necessary information.
Instant Messaging
  • Quick updates: Use platforms like Slack or WhatsApp for quick updates and immediate communication.
  • Group chats: Create group chats for project-related discussions to keep everyone on the same page.
Phone and Video Calls
  • Personal touch: Regular phone and video calls help in building a stronger personal connection with your champion.
  • Detailed discussions: Use these calls for more detailed discussions and to address any complex issues or questions.
Calendar Invites
  • Scheduled meetings: Use calendar invites to schedule regular check-ins and project updates. This ensures that everyone is aware of the timeline and key dates.
  • Reminders: Set reminders for important milestones and deadlines to keep the project on track.

Implementing Project Management Tools

Using the MAP Effectively
  • Regular updates: Keep the MAP updated with the latest progress and next steps.
  • Comments and notes: Use the commenting feature to provide updates and ask questions. This keeps the dialogue ongoing and transparent.
Tracking Progress
  • Milestones: Clearly define and track milestones in the MAP. Regularly review these milestones with your champion.
  • Celebrating progress: Acknowledge and celebrate the completion of each milestone to maintain motivation and engagement.

Empowering your champion is about building a strong, collaborative relationship. By setting clear expectations, maintaining open communication, and leveraging project management tools, you can drive successful outcomes in your sales process.

Remember, a true champion is a partner in your success. Their commitment and influence are crucial for navigating the complexities of the buying process and ensuring a win for both sides. By following these comprehensive strategies, you can ensure that your mutual action plans are effective and that your champion is fully engaged and empowered to drive the project to success.

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