Tribe Lesson

Making Champions Not Faking Champions

No champion, no deal!  We all know this but it is surprising how often having a fake champion rather than a real champion is the root cause of a lost deal. You will not be present for more than 90% of the conversations about your products and why they are needed, so having someone voicing your side of things inside the customer organization, and selling on your behalf is now an essential part of selling. Having real champions in your deals can increase your closure rate, decrease the time to close and fill your pipeline too. This five minute rapid lesson gives a checklist on what you need to do.

Next week we will be learning how to gain access to power in deals. Make sure you or your colleagues are signed up for weekly Tribe lessons.