Article · 14 min read

How to empower your buyer champion (to win you the sale)

The Dock Team · Dock Free Beginner

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.

• 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.