developing a champion to seal the win!
TRANSCRIPT
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June 18, 2015 | Carlos Nouche
TO SEAL THE WIN!
DEVELOPING ACHAMPION
Objectives for today
What is a Champion?• Identify the differences between a Coach and a Champion
How do we uncover or create a Champion?• Developing a Champion in order to increase the odds of winning
Testing your assumptions
Leveraging the strengths of your Champion to win the deal
© 2015 ValueSelling Associates, Inc. All rights reserved.
Poll
True/False: Do you need an internal Champion to win?
© 2015 ValueSelling Associates, Inc. All rights reserved.
Poll
What percentage of deals have an identified Champion?
a. Less than 10%
b. 10-30%
c. 31-60%
d. 61-80%
e. 80% or higher
© 2015 ValueSelling Associates, Inc. All rights reserved.
What is a Champion?
One who fights for or defends (your) cause
Provides information on the opportunity and purchasing process
Mutual benefit when you win the deal(Alignment of their Personal Value with your success)
Willing to sell for you internally and has influence with Power
© 2015 ValueSelling Associates, Inc. All rights reserved.
Whether you know who it is or not,you cannot win a deal without a Champion in
today’s complex, committee-type opportunities
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Provide information
Guide you through the purchasing process
Provide information
Guide you through the purchasing process
Have power and influence
Willing to speak on your behalf
Represent you as the winning choice to ultimate Power
Mutual alignment
COACHES CHAMPIONS
Characteristics of a Champion
Authority by title
Political clout
Access to Power
A personal win (Personal Value)
Trusted and respected throughout the Power base
Tend to drive and manage the strategic projects with the most visibility
Tend to be up-and-coming individuals
© 2015 ValueSelling Associates, Inc. All rights reserved.
Champions are motivated
We are looking for 1 of 3 types of people/conditions:
1. An individual who is measured and compensated according to an MBO or KPI we can affect
2. An individual who wants to be the individual who is measured and compensated according to an MBO or KPI we can affect
3. An individual in a world of hurt who can’t meet the demands placed on themwith the current set of tools which we can affect
© 2015 ValueSelling Associates, Inc. All rights reserved.
Things to take note of
Who’s in charge of the hot projects?
Who bought/put together the last big project?
Who does everybody look to in the demo/presentation?
Who does the ultimate Power rely on to help them make strategic decisions?
How do others react when this person speaks?
Who asks the impact questions?
Who sticks around after the demo or meeting and during breaks?
© 2015 ValueSelling Associates, Inc. All rights reserved.
Things to find out after identifying a champion
How long have they been there?
Where did they come from?
Who hired them?
Has this person ever bought anything like this before?
Is there a project to which your solution fits perfectly?
What’s in it for them? (Personal Value)
What happens if…?
© 2015 ValueSelling Associates, Inc. All rights reserved.
Champions are developed, not bornWhy do people champion an initiative?
• To gain Power
• To hit their MBO’s
• To get promoted
© 2015 ValueSelling Associates, Inc. All rights reserved.
• To make themselves more marketable
• Already familiar with our product (comfort zone)
• Can’t get the job done with the current set of tools
Ultimately, this means we have to ask questions
Find the Personal Value(“What’s in it for me?”)
© 2015 ValueSelling Associates, Inc. All rights reserved.
Detect a personal win“Where do you see your role in the company going?”
“Where do you see yourself going?”
“What are your goals for your department/organization?”
“Why do you care about this initiative?”
“Where does this initiative fall on your list of priorities?”
“Ideally, what does success look like for you?”
“What happens if the organization falls short?”
© 2015 ValueSelling Associates, Inc. All rights reserved.
Champion litmus test
Trusted and respected within the company
Access to Power
A willingness to take you there and represent you
A selfish reason for back you and you alone
Force a reaction:
“It doesn’t sound like things are going to go our way”
“I heard you are going with the competition”
“I’m not sure Power will be willing to spend the money”
© 2015 ValueSelling Associates, Inc. All rights reserved.
57 through the buying process before they talk to you Source: The Corporate Executive Board
%B2B
customers
are
Provide your Champion with tools to win
What are the business drivers that executive leadership really cares about (associated to this project)?
What are the underlying challenges that only we can solve? (Both technical and business)
What is the justification for the project? (Measurable business value that justifies the total cost and overcomes risk objection)
What steps have been taken to date to prove the case?
What steps will be taken to assure success?
© 2015 ValueSelling Associates, Inc. All rights reserved.
Coach your champion
Educate them on sales process
– how to win internally
Identify potential objections/
red flags/enemies
Develop a champion’s deck
for them to present to their
business case
Role play with them before
they present. Anticipate the
objections and get advice on how
to help handle them
Never expose your champion,
make sure they are well-armed
Continually develop and mature
the relationship© 2015 ValueSelling Associates, Inc. All rights reserved.
Takeaways
Individually capture one thing you will…
…over the next 15 days as a result of today’s session.
© 2015 ValueSelling Associates, Inc. All rights reserved.
Create a plan of action
Start developing a Champion in your top accounts
Test your assumptions on existing Champions
Develop a mutual Champion’s deck
Leverage your Champion, internally and externally
© 2015 ValueSelling Associates, Inc. All rights reserved.
At the end of today’s webinarGo to valueselling.com > resources > webinars to download today’s slides
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Save the date!
Our next webinar will be on
August 20, 2015 | 10:00AM PDT
Thank you!
Carlos Nouche| Vice President, Visualize
+1 678 464 1238
www.linkedin.com/in/cnouche