Tag Archives: developing internal champions

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 – 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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Developing internal champions in major accounts – part two

A lot of selling goes on when you’re not there, which is why top performers are good at developing internal champions. Internal champions are crucial to winning key business because sales reps need someone to “tell their story” when they are not there – and they are not there most of the time. This post shares techniques to develop internal champions.
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