The Power of Champions: The Unseen Force Behind Sales Success and Career Growth

In  the competitive arenas of sales and workplace advancement, having a Champion in your corner isn't just beneficial - it's transformative.  Champions are the linchpins of success in both the MEDDPICC framework and navigating complex organisational landscapes. Their influence, commitment, and authority give you the leverage to influence the outcomes in ways that no mere supporter can.

What is a Champion?

A  Champion is more than a supporter; they are your advocate within an organisation, equipped with the power to drive decisive action. Unlike someone who "likes your product or you," an actual Champion has the clout and conviction to sell on your behalf, even when you're not in the room. They understand what you are trying to do, tie that to critical business needs and can rally decision-makers to support your case.

Champions vs. Coaches: Knowing the Difference

While Coaches and Champions may both offer guidance, they serve very different roles in the your journey:

• Coaches are knowledgeable and well-connected, but their support is often transactional. They might provide insights but lack the influence or willingness to advocate on your behalf when risks arise.
• Champions are truly invested in your success because your goals align with their challenges. They are decision-makers or can influence them and will back you when it counts. Champions don't just offer guidance - they take actions that impact the outcome in your favour including setting traps for your competitors.

Champions: The Game Changer in Sales

Reflecting on my experiences, every significant deal I've closed had a strong Champion behind it.  I've also seen what happens without one. In one instance, a Champion  who initially supported my solution switched to a competitor—but they  had built enough internal trust to ensure our solution stayed on the  radar, allowing us to secure a larger follow-on project. Without that  Champion, the door would've been closed entirely. Champions reduce  surprises, open doors, and provide insights that no other relationship  can.

The Challenge of Identifying and Cultivating Champions

Finding  a Champion is more complex than finding a fan of your product. It requires truly understanding their needs and aligning your solution with their vision of success. Test your Champion by asking them to open doors to other stakeholders or gain insight into the competitive  landscape. If they respond positively, you've likely found a genuine Champion.

The Role of Champions in the Workplace

Champions aren't just for sales; they're invaluable allies within an organisation. They ensure your efforts and achievements reach the right eye and that misunderstandings don't derail your progress. In one instance, an executive team member - a Champion - helped me resolve a potentially career-altering miscommunication with the CEO. They understood my intent, communicated it effectively, and turned a tense situation into a productive one.

How to Develop Champions

Developing  Champions requires more than a good product or strong performance; it  demands a consistent, authentic commitment to solving their problems and helping them succeed. Here's how:

1. Build Trust by aligning your solutions to their pain points and showing up with integrity.
2. Test Their Commitment by requesting access to key stakeholders or asking for critical information.
3. Deliver Value Consistently so they see you as a partner, not just another vendor or employee.

The Bottom Line: Champions Are Essential

Whether closing a sale or navigating your career, a Champion is the catalyst  for breakthrough success. They advocate for you behind closed doors, making them indispensable in both external and internal dynamics.

Winning with a Champion is about winning influence, trust, and - ultimately - the deal. It is critical to invest the time and effort to discover, nurture, and support your Champions. They are the silent engines that can drive sales success and career advancement, turning potential into tangible results.

You had better know who your are Champions!

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