A Cheat Code for Closing Big Deals
Hint: Think "who" not what
Sales Rocket Fuel Mini-Course: Day 3/5
By: Chris Bogdan
When it comes to closing more deals, and especially bigger deals, having the best champion + the best business case can be a winning formula.
Ultimately, it’s the people in the room who will decide who wins deals (and if they happen at all since most deals are lost to status quo, but that’s another post!).
The person (or ideally people) fighting for you in that crowded leadership room to debate which vendor will be selected can make or break the deal.
Do you truly have a champion fighting for you on your deal? How can you build more champions? Let’s discuss.
What is a Champion?
A Champion is your internal advocate at the target company that is actively seeking improvements.
They have the ear of decision-makers and can navigate internal politics, and sell for you in a way that you can't on your own.
But Champions also have a personal stake in your solution. They know your solution will make them look good by helping them hit their goals.
In short, you'll make them look good and they want the deal to happen.
Without a Champion, you're likely to get stalled or sidelined.
The Traits of a Champion
There are a few different types of Champions, each with different traits.
Recent hires are often prime targets for being a Champion, since they've often been brought in to drive change and are more open to new solutions.
Ambitious climbers and boundary pushers are another possible target, since they have a vested interest in making a name for themselves & wanting to get promoted.
Even long-term employees who are frustrated with the current state of affairs can become Champions, since they're vocal about the need for improvement.
You might be thinking, "How am I supposed to find an internal advocate?"
It's not luck. It's a process.
Your Champion-Finding Action Plan
Champions can be found. They already have a plan, and you can solve a problem they are aware of.
Champions can be created. You show them what’s possible and they get on board with the vision.
LinkedIn is a great place to start looking as you can review their profiles for accomplishments & see how you can help them achieve the next milestone. Do some browsing while keeping the different traits / personas in mind.
Think about who else cares about this problem or who is measured by the KPIs your solution impacts (above and below the power line) as potentially valuable contacts.
Empowering Your Champion
Empowering your Champion is a huge help in closing deals. Instead of asking your contacts “how will you present this”, arm them with cliff notes to go on offense (why the deal should be signed) and defense (handling tough questions)
Give them tools like presentations, data, and support they can use internally. Collaborate with them to anticipate internal objections and shape the solution for their needs.
It's also important to recognize their contributions and success in bringing your solution onboard.
The Champion-Building Framework
In Sales Rocket Fuel, you'll get a deeper dive into finding, building & empowering champions to close the largest deals of your life.
Working with Champion is one of the best tips for helping you close deals, and it's just one of many things you'll take away from the cohort kicking off Friday, February 14th.
Learn more about what's included, and take your first step towards your best year ever.
-Chris Bogdan
PS - what’s worked for you to find & create more champions?