The Audible-Ready Sales Podcast Commonly Asked Questions About Champions
7 snips
Jul 18, 2023 
In this talk, Patrick McLoughlin, a sales leader and expert in champion development, shares invaluable insights on building and nurturing champions in B2B deals. He defines a champion as someone influential within an organization who can advocate for your cause. Patrick emphasizes the importance of starting relationship-building early and highlights how to identify potential champions even during times of change. He discusses turning coaches into champions and stresses the necessity of service-minded selling to deepen connections and ultimately close large deals.
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What Defines A Real Champion
- A true champion combines power, influence, and a personal stake in your success.
- Anything missing from those three traits is a coach, not a champion.
Nurture Champions Outside Deals
- Build and nurture champions when you are not in an active sales cycle.
- Regularly educate, connect, and learn how they are measured so you help them achieve their goals.
Find Champions In Change Agents
- Look for people who drive or welcome change and can evangelize solutions.
- Target those who speak about organizational impact and understand company, department, and personal outcomes.