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How to Build Champions in Enterprise Deals that Actually Close
How to Build Champions in Enterprise Deals that Actually Close
Every sales team needs its buyer champions — but how do you make sure your champions have everything they need to be strong advocates within their organizations?
Most buying conversations happen behind closed doors. Buying teams spend only 5% of their total buying time talking to a single rep. So the only way to win enterprise deals is to give your champion the ammo to build internal consensus for your product.
This webinar sheds light on how to empower your internal champions with the knowledge, tools, and confidence they need to make a compelling case for your product.
Join Joey Wright, Head of Sales at Dock, and Maryana Kessel, Director of Enterprise and Mid-Market Sales at Modern Health, as they tell real stories about identifying champions, nurturing their growth, and enabling your sales team to enable their champions.
Discussion topics
How to identify and test your champions
How to enable your champions to sell internally
Should you build champions or multithread?
How to track how well your team is engaging champions
Recent trends in selling via champions
Key Takeaways
Building Strong Relationships: To succeed in enterprise deals, it's crucial to build strong relationships with champions who have influence and authority within the organization. They can become your advocate and pitch the solution back to you.
Understanding Motivations and Pain Points: Identifying what motivates your potential buyers and understanding their personal pain points is key. This knowledge enables you to tailor your approach and demonstrate how your solution can make their lives easier or help them achieve their goals.
Collaboration and Trust: Effective collaboration and communication between sales teams, champions, and stakeholders are paramount. Additionally, building trust and loyalty with your champions ensures a positive customer experience and increases the likelihood of success.
Personalized Approach: Avoid using a formulaic sales process. Instead, personalize your approach by investing time in preparation and thoroughly understanding the specific challenges your potential buyers are facing.
Handling Difficult Buyers: When dealing with tough buyers, prioritize having open and honest conversations, addressing their concerns, and simplifying the buying process. Using tactics like mirroring and establishing rapport can also help navigate challenging situations.