The document discusses champions in the sales process. It defines a champion as someone within a company who understands and supports a proposed solution, sponsors it internally, and uses it to achieve their own goals. Champions are described as critical to making sales as no sale happens without one. The more powerful the champion, the shorter the sales cycle and larger the deal. The document provides tips for identifying potential champions before, during, and after a sales demonstration, as well as testing a potential champion's commitment by having them provide information, set higher level meetings, and role play objections.

1. Presenter: Darius Lahoutifard
Charleston, SC – January 2007
Champion Building

2. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net
Champion‟s characteristics
• Understands, likes and supports our solution.
• Sponsors our solution during internal meetings.
• Is reasonably powerful, not necessarily buying decision.
• Is respected in the company (technical, economic, …)
• Has his/her own personal goals and motivations.
• Uses us as a mean to achieve his/her goals.

3. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net
More on champions
• We “need” them to sell. No sales happens without a champion.
• Champion is the “C” of MEDDIC
• More powerful the champion, shorter the sales cycle and bigger
the deal
• Big and strategic accounts may require more than one
champion
• Best person to test a strategy or any action during the sales
campaign

4. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net
More on champions
Sympathy to
us
Has power to
recommend
Has power
to buy
Has a personal
goal/mission
Champion Yes Yes maybe Yes
Coach/friend Yes maybe maybe maybe
Economic Buyer maybe maybe Yes maybe

5. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net
• People that have been instrumental in bringing in
previous solutions (software/new h.w./etc)
• People that talk about „the good of the company‟
• Newer employees  determine if they are in an
authority position and can influence this early in
• Long-time employees  have they risen through the
ranks or been static in a position for years
Determining Possible
Champions BEFORE Demos

6. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net
Determining Possible
Champions during Demos
• People that bring up real problems
• People with the most pertinent questions
• Person who sits by the #1 person
• Go around the room and discuss problems or
something they want out of the presentation
• They may challenge you in the demonstration, in a
constructive manner.

7. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net
Building Champions After The Demo
• Understand the person‟s background back to High School
• Get on a personal level, family or not etc.
• Why they are at the current company and good and bad at
previous
• Personal goal, company goals, challenges, problems,
promotions
• Explain your past and status
• Explain how we can help them

8. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net
Test the Champion
• Will he/she provide inside information and org charts
• Will he/she provide the President goals and bosses
• Will he/she test the ROI
• Will he/she set meetings with higher level people
• Role play with him/her and test responses.Test his/her
response to our enemies, and to objections.
• Why buy and partner with us
• How does our solution accomplish personal goal
• Ask for all MEDDIC
• Will he/she get you the PO when you need it?????