Search Results for: internal champion

Account friend or internal champion – it matters

Internal champions – the right ones are critical to sales success. This blog contains best practices for developing internal champions. Continue reading

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Internal champions – why one may not be enough

A lot of selling goes on when you’re not there. So, developing internal champions is crucial for sales success. Sometimes, in major accounts, salespeople need to develop more than one internal champion. But in doing so, remember that internal champions must be both “willing” and “able” to provide you help in securing the business. Continue reading

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Internal champions – why champion you?

A lot of the decision-making is going on when you not there. That’s why salespeople need to develop internal champions. This blog shares the 4 characteristics of successful internal champions. Continue reading

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Internal champions – remember you are NOT there most of the time

There are many things that are important for becoming successful in B2B sales.  Some topics seem to be talked about a lot; others receive less attention.  One that doesn’t get a lot of attention is internal champions. Travel back say … Continue reading

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Internal champions – remember you are Not there most of the time

Internal champions are a must-have, how one goes about developing one should be a part of the account strategy for every account executive in every major account. In order to make that happen, front-line sales managers need to establish developing and managing internal champions as a sales coaching priority. Developing internal champions is a sales skill like any other sales skill. So coaching is as an important piece of the puzzle for getting it right. Continue reading

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Internal champions – all your eggs in one basket

Most people agree that in major accounts developing internal champions is a strategic imperative because a lot of the selling is going on when you not there. Everyone also knows the selecting and developing internal champions takes a lot of time and effort. In major accounts the buying process is complex. There are a lot of players involved, the buying process is long, consensus is often lacking and there are a lot of tricky situations to be handled. Hence at different points in the buying cycle you may different internal champions to tell your story. The difference may be a matter of factors such as: expertise, access, internal credibility or personal relationships. Continue reading

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Developing internal champions – it’s important and it isn’t easy

Selling goes on when you’re not there. That’s why top sales performers leverage internal champions to“tell their story” when they’re not there – because they’re not there most of the time.

Logical? Yes. So why doesn’t everyone leverage internal champions? First, it takes a lot of time to develop internal champions and not every sales rep concludes the investment is warranted. Second, some sales reps have had negative experiences with internal champions because the sales rep fell into the classic trap of spending time with people who are “willing” but are “not able” to tell their story. Continue reading

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Sales – the importance of internal champions

Internal champions are critical for sales success. There are 5 types of internal champions – but only one will help leverage sales success. Continue reading

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Traps in developing internal champions

Internal champions are critical to success in B2B sales. Because it is an effective best practice, let’s explore some of the traps that sales people need to avoid when developing internal champions. Continue reading

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Selling to Hospitals – 10 roles for internal champions

Top performers are good at developing internal champions – rightly so, they are crucial to winning key business. Why? Increasingly a lot of selling is going on when the sales person isn’t there so the sales person needs someone to “tell their story” when they’re not around. This article describes 10 roles internal champions can play when the sales rep isn’t there.

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Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Strategy, Sales Training Best Practices | Tagged , , , , , , , , , , ,

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