Tag Archives: internal

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

Posted in Sales Call Execution, Sales Strategy, Sales Training, Uncategorized | Tagged , , , , , , , | Leave a comment