Think about the last great opportunity you closed. Remember the one where it couldn’t have gone better?
It was a large opportunity. You earned a nice commission check. But, even better, your solution truly made a business-level impact for your customer. You had unbelievable measurable results and proof points. If each deal was like that, you would sail through every quarter.
If you’ve been selling for any length of time, you also know that deals like that don’t likely happen without a Champion, someone who:
- Has access to the Economic Buyer
- Possesses organizational credibility, influence and power
- Actively sells on your behalf, when you’re not there
It’s important to remember that Champions sell for you, not because they like you, but because they have a vested interest in your success. Because they contribute to your success, think back on that last great deal, did you give that Champion credit? If the deal went that well, why aren’t you telling the world about it?
Champions can be a critical component to your staying tethered to the account, providing the opportunity for cross-sell, up-sell and repeat business. The challenge for you as a salesperson is to make that Champion -- a Champion for life.
One way to build a lasting relationship is to write a “Champion Letter.”
Write a letter to the Economic Buyer, the Economic Buyer’s boss, or even the organization’s board of directors. Tell them how you appreciate the clear directive and visions for the company. Explain how your Champion:
- Understands how the organization’s overarching goals align with his/her department
- Was effective in tying the organizational directives to the required capabilities
- Was pivotal in the success of your implementation
- Created significant bottom-line impact for the organization
Help your Champion connect himself/herself to (1) solving a critical business issue and (2) the role he/she plays in making a difference in the company. The more you connect your Champion to solutions that matter, the more advantage you’re going to have within the account moving forward.
You don’t need the credit.
You’ll get the accolades elsewhere.
Celebrate the people who helped you win the opportunity, and earn the critical trusted advisor status that gains you access to champions for life.
