Sales Training - Define Your Champion

About This Video

Every experienced salesperson knows that without a champion inside the account, complex deals almost never close --- or worse, they close and then churn because nobody was fighting for your solution internally. John Barrows breaks down what a real champion looks like (hint: it's not just someone who's nice to you) and how to systematically develop one. He distinguishes between coaches --- people who give you information --- and true champions, who actively sell on your behalf when you're not in the room. Barrows outlines the traits to look for when qualifying a potential champion: they have something personal at stake, they have access to power, and they have organizational credibility. The video also covers the champion development lifecycle: how to arm your champion with the internal business case and language they need to influence their colleagues, how to coach them through internal objections, and how to ensure they don't lose political capital by backing your solution. This is foundational sales training from one of the best in the business.

What You'll Learn

• •The difference between a coach and a true champion --- and why it matters
• •The key traits to look for when identifying potential champions within an account
• •How to equip your champion with the internal business case and language they need to influence stakeholders
• •Techniques for coaching champions through internal objections and political resistance
• •Warning signs that your "champion" doesn't actually have the power or motivation to drive a deal
• •How to maintain champion engagement throughout a long sales cycle