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Most champion advice stops at identify. This one is about the harder half, arming them: mapping the internal buying process, prepping objections, and role playing the meeting they will have without you.
How to empower your buyer champion (to win you the sale)
From Dock by The Dock Team 14 min read
- Gartner: buyers spend only 17 percent of the buying process with sales teams, and 5 to 6 percent with any one rep.
- You are about three times more likely to close when you arm the champion with material they can use internally.
- Test a champion on six things: do they want the role, have authority, have influence, gain personally, know how to buy, and talk about you unprompted.
- Run a mutual action plan with named owners, milestones and dates so the champion has a spine to push on.
